WII-FM = What's in it for me ?

WII-FM-=What’s in It for Me?
Several years ago as Director of Recruiting for The Acacia Group, I began to analyze our best sources for recruiting the highest quality agents with the highest retention rate for our agencies. I quickly realized that, of all those hired, the best recruits ALWAYS came from those already in our industry - the agents, themselves.
To encourage these ongoing referrals, we developed WII-FM, i.e., What’s In It For Me, which we continually shared with existing agents. We firmly believed that "Everybody’s gotta feel like somebody." We also believed that recognition, in its many different forms, absolutely works! We also KNEW that NO ONE realizes what it takes to survive in our industry better than those already in it.
I met with agents, asking them to review their business-card files for possible candidates. I explained that, where appropriate, if a referral were hired as a result of his/her name being given by that agent, joint work would occur between the two agents, resulting in additional income to the "senior" agent. On a weekly basis, you would always find me "pitching" to someone that, if we met the "charge" of the company which was to GROW the field force then certainly that gave our particular agency some leverage at Corporate for things we needed, i.e., more staff, more equipment, etc.
I also shared with the group that I had no personal way of knowing if any of them had aspirations for management but that, with all other criteria being equal, CERTAINLY the agent who supported the Corporate position would be given first consideration. I reminded the group that they had a vested interest in what our agency "looked like" to others in our city simply because of the fact that they had chosen to align with our agency. I reiterated, more than once, that if you don't vote... then don't complain... that "You are being given an opportunity and a 'say' in how the agency will look in the future. Take advantage of it."
At our monthly agency meetings, we introduced the new agent to the group and then asked the referring agent to come to the podium. In front of the group, we shared this agent's continuing support to our organization; we thanked the agent, showed him/her our appreciation with a cash award, and then a "round of applause" was given by the entire group. The agent who referred the most candidates in any given month was awarded a private parking slot in the front of the building, normally reserved for the managers of the company. And, lastly, there was a HUGE "write-up" about the new and referring agent in our monthly magazine, which went not only to those in our agency, but to Corporate and many other agencies throughout the United States, as well.
RECOGNITION WORKS! We had a 69 percent retention rate after five years and were the No. 1 agency for The Acacia Group for several years!

Linda H. DeNomme, LUTCF
President, DMJ Financial Group
General Agent, AmerUs Life Insurance Company
Pittsburgh, PA


Richaard Wong RFP, ChLP, FChFP Best Practices, Training & Development
33/F, AIG Tower, 1 Connaught Road Central Hong Kong Tel: +852 2832 6762 Fax: + 852 2572 1792 Richaard-kl.wong@aig.com
“Leadership by the Compass not the Clock” – Dr. Covey


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