Introductions and referrals from your sales team and staff can be your best sources of leads. In a sense you might treat them as in-house Centers of Influence.

The retention figures for most successful sales organizations will suggest that retained producers are derived from agency referrals.

Here's what to do...

1. Make sure your firm producers and staff understand that the POP Screen is a deselection tool, designed to screen out candidates that do not fit your business environment.


2. Use the POP Screen as the first step in your candidate screening process before you
   spend time with candidates that don't fit.


3. Make sure your sales team has the right Web address to send candidates to for screening.


4. Set up an awards system for rewarding your best in-house centers. Have quarterly breakfasts to give out awards, and for recognizing your best Centers. You can even set up teams for competition. The keys are rewards and recognition!


5. Provide your firm team with an overview of places they might meet or observe potential candidates (i.e., church, local association meetings, training seminars, clubs, etc.). If you have provided your team with a good Candidate Profile, they should have success with prospective candidates.


6. Have a roll-out meeting with your team. Make it a big deal with lots of fanfare to let them know how important it is to everyone's success. You may even try some role playing so everyone will know how the process works.


7. At your meeting, go on your agency's Web site and who them how the screening process works for candidates. This will give them confidence in their approach to candidates.


8. Conduct semi-annual idea sessions, special committee meetings, or open houses to which your staff members are expected to bring at least two candidates.


9. Provide a consistent process to generate names to your agency team. Send out e-mail, letters, or even a Center checklist describing your candidate. (Don't forget to thank them continuously.)

Advantages for you include...

• Your agency team is working step-by-step with you to achieve your goals. This is essential for retention and bottom-line growth.


• Producer and staff referrals are the number one best recruiting source for creating a flow of qualified candidates to your recruiting process.


• Data that can be measured and integrated with your selection development and
  retention processes.


• Ability to link with your Web site for easy candidate access.


• The Self Management Group can customize the screen for any job sector.


• You can eliminate other unproductive recruiting sources like throwing darts
  at a wall for finding candidates.

If you have questions, or are not using the POP
Screen, call us at (508) 746-6995,or e-mail us at jkerchgavoni@comcast.net.