Episode 259: The 5 P’s To Hiring The Best

Welcome to the Unstoppable Profit Podcast. This podcast will give independent insurance agents all of the tools to grow your business and live life on your terms. Wherever you are today, if you're starting with nothing or well on your way to the success you desire, with the right people, processes and promotions in place, you will be unstoppable. And now I'd like to introduce your host, Mike Stromsol.

Greetings and welcome to the next episode of the Unstoppable Profit Podcast.

I speak with agents all over North America and sometimes I hear them say, I'm looking for new team members, but I just can't find anybody. And I, I pause when I hear them say that and contemplate not only my own journey, but the journey that I'm privileged to be on. Standing by the sides of some of the best agents in America, the top 3%, as we like to call it in UPP and what they're doing. In fact, I've been speaking to some of them just this week again, and they tell me, in fact, I just hung up with one or got off a zoom session with one within the last hour who told me they found their next potential superstar. So they're out there and it happens again and again. They keep finding people. We had our group coaching sessions this morning that are going on this particular week. Again, people were shouting from the rooftops. I found my next A players, and not only one. One of the agents that we were on with today said, I found two. So they're out there. So my question is, how attractive are you? Are you attracting those team members? But I want to dive into a conversation that I had with an agency owner earlier today who said to me, mike, I've been looking for somebody.

Who could help me set the right goals and more importantly, set the right vision for our agency into the future. And I've been looking and I've been looking. And case in point, this Agent is a 34 year independent insurance agent veteran. And this agent said, I've been looking for somebody who can help me with those things and more because I'm at the doorstep with a potential agency agent superstar to join our team. But one of the things that I need to happen that I wanted to collaborate about was having that vision for the agency and I need to be able to share that vision because I think that that's what this potential superstar wants. Yes, they need the money, but that's not what they really truly want. And that's what I wanted to share with you today.

Is my opinion that as far as attracting, recruiting and hiring the best, not the best available. Yes, the A players. The A players. It's not about the money. With most A players, yes, they expect to be compensated well. But it's more than that. It's more than that. They're looking for. And so I wanted to share with you today a small component of a very special training that we have coming up. And I'll give you more information. In fact, I'll just give it to you right now. Okay. We have a very special training coming up on the 25th of this month on this exact subject in its entirety. And I'm going to give you a small piece of it today. And I hope that will help you understand this is important. This is super important. It's coming up the 25th of April, and if you want to get in on this, if you're watching this on our YouTube channel, hey, everybody, good to, good to see you or see you again. You can check for the link around this podcast video or if you're listening to the podcast on one of our channels, just shoot an email to VIP@upplife.com that's VIP, very important person, which is you@upp life.com up life is what the agents in our program live. It's a wonderful place to be. The incredible peace of mind and visual vision that they always have when they do what we teach in UPP. So just send an email to VIP life.com and in the subject line, simply put the word hiring. UPP Life. Excuse me, VIP life.com and the subject line put hiring. And our team will send you back the information so you can get on the training session. So let's get back to the five things that the best not the best available want, because these are components of their, of the vision for their future on your agency team. And that's what you have to help them set. What does their position on the team look like a year from now, three years from now, five years from now? Can you explain that to them? And if you can't, maybe you need help with your own vision for the organization. Because vision is seeing the things that other people can't see. Only you, the entrepreneurial agency leader, owner, can help set that vision. And this agent who told me there's nobody out there who's helping agents set the right goals or set the vision for their agency. We're privileged that that's part of what we do. So let me help you with regard to your team members. Okay? I want to share with you. Selling the best Players. Okay. Selling the best players. And so when we're trying to attract them through the interviewing process, letting them know what they can expect as part of our team, I'm going to give you the five Ps. The five Ps of selling the best players. Ready? And if you need something to write with it or write on, go ahead and pause this and come on back and so you can write this down. The five P's of the best, not the best available one. The first P is people. The best. They're looking for a sense of belonging. They're looking for a special community of people. They're looking for, yes, a culture of culture with the best. They want a chance to work with just a great group of team members who are blowing forward not only to achieve their goals, but to exceed their goals. So the first P is people. You've got to have everybody on the team being that great team of people together. Everybody achieves more. There is no ion team. It's got to be your people. They want to be part of something special. And how are you using them? Join us on the 25th. I'll give you more information on how you can share that wealth in your attraction and recruiting process. So the first P is people. The second P is purpose. These excellent people, the best, they want a chance to do something significant. They were inspired by big, bold ideas and goals. They want to be part of the chance to do something great. They want to have a purpose to what they do every single day. They want that chance to do something significant, special, something meaningful that makes an impact. So the second P is purpose. So people, number one, number two, purpose. The third P, they want to have a path. They want to have a chance to do something great, to ascend to great heights. And they want to have a yardstick by which they're measured. They want to have that opportunity, and they want to be able to envision their path into the future. They want to be able to see that path. That's where the vision component of your agency comes in. If you don't have a vision component for your agency, you certainly can't help them set a vision for themselves into the future for the next one year, for the next three years, for the next five years and beyond. So can you help them see that path, which is the third P, into the future? They want to be able to see it. And then you help them achieve it or exceed it as well. Okay. The fourth P is personal growth. I mean, think about your own journey right now. How does it make you feel when you hit some goals, when you exceed your goals, when you look back over the last one year, the last two years, the last three years, and you notice that, dang, I've been working my tail off. I've been going through a hard market, I've been going through the suck long nights and weekends. But you go back and look, but you know what? I made progress.

That's the growth component. Because there's one thing that makes people happy, personally and professionally.

You know what it is, right? Evidence of progress. People want to have a chance to grow. They want to feel better about themselves.

They want again, the chance to do something significant and to become, in their own mind, in their own right, something significant. They want that chance to be something significant. Are they going to get that within your organization? You've got to be able to show them and explain to them that, yes, we're going to help you grow, we're going to help you grow personally and professionally. That's what they want, the personal growth component. They want to be able to feel fulfilled. The agent that I was talking with earlier today, I shared, you know, one of the greatest things about my journey of 35, now 36 years as a proud independent insurance agent is the fact that, you know, every single day, most days, I laid my head on the pillow and I was, I was worn out, I was tired. Another day of challenges and growth and great things happening. But that's what I love about the industry. It challenges us like nobody's business isn't. And that's not for everybody. Personally, I love that. I love to get challenged every single way. I want to get taxed to, to the limit. So when I put my head on that pillow, I'm thinking, yeah, I'm fulfilled. I got something done today. I went through something, I learned something new. That's what the best want. They want to feel that fulfillment, that personal growth, that professional growth. Bring that to them, give them what they want and share with them how you're going to, to do that. And the fifth P is paycheck.

But they bigger than that. They want the first 4Ps also, sometimes more than the paycheck. Yes, they want a chance to gain and earn the money they need to pay the bills and so forth and so on. But patriots, that's not one of the 5Ps. But Patriots.

Want a chance to contribute something great, right? Mercenaries, they're going to fight for the paycheck Patriots, they will fight for everything that's good, everything that's valiant, everything that will make progress. Okay? And you want patriots, not mercenaries, as part of your team. So the fifth P is paycheck. So if you have recruiting ads out there as an example, how do they read? Does it read like a marketing ad or does it start with the paycheck? Because ultimately these are your most important sales. And so you get to think about that. Okay? So when you're helping these candidates with your rendition of the 5Ps and and you're selling these candidates, all right, on why you, why they should join your team and your agency over and above any and all other options available to them.

You've got to share with them both the position and the benefits of being with your agency. You got to be answering the question all of the time. You should join our agency over and above. And in all other options available to them, you got to be answering the question, why? Why, why, why, why? You, you, you every single time with everything that you speak with them about. Okay? And how do you get them speaking it into existence? It starts with great questions. And the war for marketplace talent is one at the interviewing table. Great questions and shut the heck up. Right? So you've got to sell both the position and your agency to the candidate. You need to cover what the candidate must offer as being a team member in your agency. But also what does your agency and your company offer to the candidate? Both must be present.

So let me recap for you. The five Ps, the five Ps that must be present.

When you're trying to recruit, interview and hire the best team member, not the best available. The absolute A players. And you can only be satisfied with a players. The first P of the five P's people. They want a chance to work with special people. The second P, purpose. They want a chance to do something significant, something great, be part of something special. The third three. Third P is the path. They want a chance to ascend to great heights. They want to be able to envision their future as part of your team. The fourth P, personal growth. They want the chance to become something significant because we attract exactly who we are and what we've become. And they want the same opportunity. So give it to them and share with them how you're going to do that. And the fifth P, paycheck. Yes, they expect to be compensated for a job well done. But I can't emphasize this enough. It's not always at the top of the list. So please don't make that assumption. And to remind you, if you want to hear.

All of the best latest thoughts on attracting, recruiting, interviewing and Hiring the best, not the best available. Please join us April 25th at 9am Pacific, 12pm Eastern. We were gonna we're gonna have a full hour on all of this and I'm gonna share with you the latest thoughts on how to install this in your agency business. All we want is your success in attracting recruiting, interviewing and hiring the best. And I'm going to share with you our latest thoughts. So if you're listening to this podcast, thank you. Number one. Number two, send an email to VIP life.com simply put hiring in the subject line or if you're on our YouTube channel watching this Hey y'. All. Please click the link around this podcast and you'll be able to make sure that you have your seat reserved. Please take that, take care of that right now. Reserve your seat. There's only a limited number of seats and they will disappear very very quickly. So I hope that's helped you today on your path in the realm of the first P. Excellent people, world class processes and systems and you simply get to promote the heck out of it. But that's the three Ps the simple proven three step blueprint to grow your agency, create wealth so you too can have more freedom to live life on your own terms. And if this is your first time on the podcast, welcome. My name is Mike Stomo. I'm widely recognized as a leading author, speaker and coach for the independent insurance agency industry. You can learn more about everything that we do atundoppableprofitproducer.com and please join us for our virtual events which are available throughout the year@uppfaststart.com upvfastart.com and of course, like I said, we have a very special rare opportunity event coming up next Thursday 25th April. So lots of things going on out there. Join us for that event by emailing VIP life.com and put hiring in the subject line or click the link around here. Anyway, everything that we do is all designed again to share with you our best money making strategies developed over 36 years as a proud independent insurance agent. All designed again to help you grow your business, create wealth so you too can have more freedom to live life on your own terms. And if this is your first time on the podcast again, welcome. Please make sure that you go to unstoppable profit podcast.com that's unstoppable profit podcast.com go up to the top and make sure that you click subscribe so you don't miss one valuable episode of the podcast. We bring to you our best money making strategies every single week to help you grow, create wealth and have more freedom. And our podcast is out there on all the channels including Apple Podcast, Spotify, Stitcher, our YouTube channel, Amazon and more. So I hope this has helped you today. Please get out there, take action and make sure the 5Ps are well organized, trained, your mindset is set because your mindset is your skill set and you're ready to attract, recruit, interview and hire the best, not the best available. Because when you have a culture that involves nothing but the best people, it's a wonderful, incredible place to be. And the result for you, it will be freedom. I can't wait to help you with that. Remember this as you go out there. You got this. We believe in you. You are unstoppable. I will see you on the next episode. Until then, take care everybody.

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