POP TIP I:

• Use a yellow marker to highlight low scores and power scores.


• Remember your score is where the "X" appears.


• Pay close attention to low scores. Relate these to potential coaching and training problems with your candidate.


• Remember, Snapshot of page 1 will cross-reference into the balance of the test feedback.


• Remember, the sixteen points running down the left side of the page come from the nine scales that are measured in the POP test.


• This section can be shared with your candidate.

Executive Summary of POP Results - Page 2

• Note scores on top of page.


• Use a yellow marker to highlight important points covered in each topic.


• Note any areas of weakness.


• Executive Summary page also cross-references into the balance of test results.

Summary & Recommendations Concerning the Predictor Score - Page 3

• This is the detail on the MOST IMPORTANT SCORE on test. Use a yellow marker to highlight strengths and weaknesses of your candidate.


• This section can be shared with your candidate.

Pages 4 through 8

When going through pages 4 through 8, you will get a close look at the EP, AP, IP, PO, and INV scores. REMEMBER, THE EP, AP AND IP ARE THE MOST IMPORTANT.

• Look closely at the selection considerations in each category. Highlight problems that appear. Make appropriate notes. Also, underline all the important positive points.


• Look closely at the questions that appear. These questions will provide you with additional insight into your candidate and can be used in the interview process.


• Coaching Suggestions: Use your yellow marker here. This will be your detail for developing strategies when reviewing your selection considerations and your questions.


• You are coaching, training and retaining here.

Retention Page - Page 9

• This is the MOST IMPORTANT PAGE of the POP test results. Use this page carefully in reviewing your candidate and in developing coaching strategies for retaining and training.


• NOTE: THIS PAGE SHOULD BE USED THROUGH THE ENTIRE PROCESS OF AGENT RETENTION.

Summary of Scores and Cautions - Page 10

This is an overview of all scores on the test.

Managing Call Reluctance - Pages 11 through 15

• The Call Reluctance scale measures a candidate's attitude towards call reluctance.


• NOTE: LOOK AT ALL OF THE AREAS THAT MAKE UP THE CALL RELUCTANCE SCALE.

Candidate Feedback of Results - Part 2

This section can be shared with your candidate.

• Use a yellow marker in highlighting the areas of strength that support your candidate coming into your agency.


• If your test scores are not strong, then this will help guide your candidate out the door gracefully. Remember, he or she still can be a center influence or a potential client if you make a decision not to hire.

Things to Look for and Things to Avoid - Last Page

• This page also can be shared with your candidate.


• This page will support the career of selling insurance if the scores are strong. Use this in your interview process to support your other agency tools/techniques.


• Remember the investment that you make in looking closely at candidates up-front will help you in the long run in retaining your clients. The POP test results should be reviewed at least once or twice a month to make sure that you are working and monitoring closely your potential candidate.


• These test results can start to be used in the pre-contract training area.

Feel free to forward this POP Tip and give friends & associates a chance to sign up. Visit Diversified Solutions at www.diversified-solutions.com!   Diversified Solutions, Copyright 2006. All rights reserved. The Self Management Group, Copyright 2006. All rights reserved.