John WetmoreSales and Scaling Coach for Small Business and Corporations. Keynote Speaker. Podcast Host. Life Insurance Leader.

The Power Of “One Day”

Name: The Power Of “One Day”
Uploaded: 2024-11-16T15:30:08+00:00
Duration: 28 s
Channel: John Wetmore
Description: In this monologue, the speaker reflects on his experience hiring Amanda and managing a network of 40–50 life‑insurance agents who sell directly to him…

16 Nov 2024 · 0 min

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In this monologue, the speaker reflects on his experience hiring Amanda and managing a network of 40–50 life‑insurance agents who sell directly to him. He describes a recruiting philosophy that treats every agent as a potential recruiter, regardless of whether they are actively building a team. The core tactic is to plant the idea of a future "one day" when the agent might want to build a team, asking each recruit early on if they see themselves as a lifelong salesperson or envision leading a team someday. By consistently asking "who do you know?" during interviews, he leverages agents' personal networks to grow the organization without pressure, allowing the system to expand organically.

By the time I hired Amanda, I had 40 to 50 agents selling monthly direct to me. Every one of them was a recruiter in my mind. Maybe 3 of them were actually building in their mind because we had a very easy system to bring people on. There's no pressure. I didn't care. You build, you don't build, I don't give a shit. You know, one of the questions I would always ask somebody when I brought them on is, do you want to be a life insurance salesperson forever or do you one day want to build a team? 95% of people will be like, yeah, one day when I'm ready. That's all I need is one day, right? And so I just plant it in the back of their mind. And then it was like, hey, who do you know? On the interview, hey, who do you know?