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... crisis recruiting and helps put you in charge of your bottom line. Sources for Potential Producers Recruiting salespeople is a matter of prospecting, no different in principle from your effort to maintain and extend your base of potential customers . These guidelines  will show you how and where to seek out future salespeople. Your agency support staff (underwriters, CSRs, and so on) can provide a fertile source of producer recruits. These people start out with an advantage, since they already have technical insurance skills and know your agency operations. They may be hungry for the financial rewards they see your producers enjoying. Use your current producers to prospect for their future colleagues. Offer your producers a bonus (such as money, a gift certificate, a weekend trip) for each new salesperson they ... written by agency staff, sample newsletters, and so on) . A question and answer session will help you pick the best candidates. Have the attendees fill out a card or form to indicate their interest, then follow up as soon as possible. Advertising can be a valuable way to locate potential producers at a relatively low cost. To be successful, ads must have a strong appeal to applicants' needs, ambitions, and life goals. When composing what you want in print: 1. Have an attention-grabbing caption (such as, Is Your Present Job a Great Big Nothing? ' ) 2. Omit meaningless, negative, or irrelevant qualifications or standards of exclusion, such as must be dynamic and aggressive' (most people believe that they are) . Also, avoid specific ...