SIV #056: Brett “Coach” Davenport – Recruiting and Building Teams


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:


Toll-Free: 1-888-5- Yes U Can (888) 593-7822

Email: [email protected]

Your Turn

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!

Tim Martin

Tim Martin

Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary." Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 30 years and are the proud parent of two gorgeous grown young women, Brittny 29 and Victoria 26.

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