I was introduced to Brett Davenport by my friend, and past podcast guest, Gary Hoy. Brett has had a very successful career in the financial services arena through recruiting and building teams.
Even though we come from very different ends of the financial services spectrum, our philosophies around recruiting and training are incredibly similar.
I asked Brett on the podcast to talk about how people from a variety of different backgrounds and skill levels can thrive in our industry. We explore the realities of not being able to pick winners, but how to look for those characteristics that winners possess.
As important as recruiting is, if we don’t onboard and train our recruits properly, there will always be a revolving door of new agents. Brett and I talked about some ways to fix this.
After 22+ years in sales leadership, I still learned a ton from Brett and believe you will too.
Things Brett and I Talked About
- His dad told him that he was going into life insurance when he graduated college.
- The importance of on-boarding a new agent.
- Sit in the front row!
- His relationship with Jack Kinder.
- The importance of role-models.
- Leaders believe in others before they do.
- Recruit by being relentless and exercising patience.
- Learn something new every day.
- Putting family first.
- Vision casting.
- Don’t hang out with losers…
- Don’t listen to the wrong people.
- The importance of goal setting and accountability.
- Don’t succumb to the pressure to get butts in the seats.
- You can recruit yourself out of any situation
- Have a strong recruiting process.
- Don’t ask traditional interview questions.
- What do you consider your #1 area of development?
- Do you consider yourself coachable?
- Can you give me your most recent example that would demonstrate to me that you are indeed coachable?
- First 30/60/90 days are scripted.
- First 30 days – Only 1 report card: How did the leader do?
- Next 30 days – 2 report cards: How did the leader do? And how did the new agent do?
- Next 30 days – Only 1 report card: How did the new agent do?
- You are the company. People buy you, not the company you represent.
- You get me!
- Are you building your business through referrals?
- Brett’s registered trademark: Study the past. Live the moment. Plan the future.
- Nothing I worry about at 3 am ever happens.
The Books We Talked About
The One Minute Manager – Ken Blanchard and Spencer Johnson
How To Stop Worrying And Start Living – Dale Carnegie
Think And Grow Rich – Napoleon Hill
Coaching Your Way To Success – Brett Davenport
Building The Master Agency – Jack and Gary Kinder
Where To Find Brett
His Website: Coachdavenport.com
Toll-Free: 1-888-5- Yes U Can (888) 593-7822
Was your initial onboarding experience memorable? Was it great, horrible, or just meh…?
Let me know by leaving a comment below (or sending me a quick email) with how it went and how it impacted you!