Everything old is new againBlog added by Karl Schilling on May 29, 2014
kschilling

Karl Schilling

Davenport, FL

Joined: October 29, 2005

As I get older, the urgency of nostalgia becomes more explicit. In the last 60 days or so, I have performed a test. The purpose of this test was to see if there was any radical improvement in recruiting for our great industry. For the many of you in this forum who have achieved the moniker of rainmaker, you know the sad results I'm about to discuss.

I started this test by simply putting a resume out in the digital world and I followed up by registering for some recruiting portals which I will leave nameless (you know who they are).

Within three days, my email box was filled to the brim with respondents seeking to recruit me. Well, not really me. None of the recruitment pitches were personalized, which is simply a shame, as it is incredibly easy to personalize any form of outreach. But I digress.

All of the recruitment fodder had links or other registration forms to follow up and leave a message, application, resume and other such info.

Now here is where it gets very interesting. Over 90 percent of the recruitment organizations, which were mostly the companies direct, never followed up at all. Zero, zilch, nada, forgetaboutit. So I took an additional step and called home offices to see if I could get a response. Well, the same 90 percent told me they would have a person in my area follow up and, you guessed it: zero, zilch, Nada, forgetaboutit.

To date, now some 45 days later, I still get the initial recruitment pitch from the very same 90 percent who originally sent me the first piece and never followed up on my response. These providers don't seem to understand why they are basically the walking dead.

Now, let's get to the other 10 percent, because this too is a doozy. Eight-two percent of this grouping took between 30-45 days to follow up with me; yes, they did follow up, yet by the time they did, I forgot I had even responded to them. The remaining 18 percent were somewhere between middling to poor with the next step in the process. Several of the so-called managers I spoke with had no idea of what they truly wanted from me when I asked simple questions.

The last piece to this puzzle is that I was shocked to find that most of the providers who did follow up with me were pitching me with the same old tired pitch I was thrown over 35 years ago when I entered this industry as a green pea. Nobody described the blessing and financial tool that life insurance can be. No one tried to get me excited about the magnificent good I could do for families and business owners through a career path in this industry. No one suggested that I could make a difference every day of my life and in so doing, create an ongoing entrepreneurial stream of wealth for my family.
Sadly, I was pitched on how to peddle products and survive what was described to me as a zero sum game in which only the strong survive. Eat or be eaten.

All I can say is you, as a producer, are the everlasting legacy of this industry. if you are not willing to re-create yourself and mentor young professionals, then this industry will die and you will be directly responsible for that death. The industry is slowly beginning a downward dissent that truly isn't necessary. As the industry grays and leaves the vestiges to a non-existent following, how can we expect to survive? Life insurance has been the single greatest financial tool for well over 200 years, far superior to banks, investment vehicles and other creations of the financial industry. How is it then that the economy is not thriving, with families finding funding for their dreams and aspirations within the cash values of their life insurance plans? The answer is staring you in the mirror. Will you answer the call? If so, everything old can be new again and that can be the best of times!
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