Recruit, Teach and Lead

Recruit, Teach, and Lead the Field


1. Recruit people with a history of success... and help them grown personally and professionally. Professional salespeople are not born; they are made through long, hard, concentrated work and study.

2. Teach discipline as a major path to success... Enforce good habits like being on time, listening, fact finding, and making face-to-face calls on clients and referred leads every working day. A prime example of this steadfast approach is the technique taught to me by Ervin Wald, a walking legend and incredible agency and company role model. Wald averages two sales presentations and one sale of permanent life insurance every working day. Over a 15-year period, Wald sold more than 5,000 individual life insurance policies at DiCerbo PCP & Associates.

3. Lead by example… Make a commitment to professionalism, ethics, and continuing education. Agents who get their CFP, CLU, and ChFC designations have an unlimited opportunity for growth.

In recruiting and agency meetings, I talk about Wald getting a sale a day and the importance of earning professional designations. It creates a vision that inspires salespeople to be eager to succeed and to lead the field!

Louis P. DiCerbo II, CLU ChFC RFC
Vice Chairman and CEO
P.C.P. Benefit Plans
The MONY Group
New York, NY