How to Prepare for Your First Outbound Call to Recruit Licensed Insurance Agents

Recruiting licensed insurance agents can be a game-changer for your agency. Making outbound calls to connect with potential hires is one of the most direct and effective methods. However, your first call can set the tone for success, so preparation is essential. Here's a step-by-step guide to help you nail your first outbound recruiting call.

1. Research Your Prospects

Before dialing, take the time to understand who you’re calling.

• Licensing and Expertise: Know the type of licenses they hold (e.g., life, health, property, and casualty) and their areas of expertise.

• Work History: Use tools like Prophog or LinkedIn to review their career background and achievements.

• Location: Understand their current market and how your agency aligns with their professional goals.

2. Define Your Goals

Set clear objectives for the call. Are you:

• Introducing your agency?

• Discussing a specific role?

• Inviting them to an interview or informational session?

Having a clear goal ensures the conversation remains focused and productive.

3. Create a Winning Script

While your call shouldn’t sound robotic, having a script helps you stay on track. Here’s an example outline:

1. Introduction:

   • “Hi [Agent's Name], this is [Your Name] from [Agency Name]. How are you today?”

2. Purpose of the Call:

   • “I’m reaching out because I came across your profile and was impressed by your experience in [specific area]. We’re looking for talented agents to join our team, and I’d love to share how we could support your career goals.”

3. Value Proposition:

   • Highlight what sets your agency apart (e.g., commission structure, leads, training, or growth opportunities).

4. Close with a Call to Action:

   • “Would you be available for a quick meeting to discuss this further? I’d love to share more about how we can help you achieve your goals.”

4. Be Ready to Handle Objections

Recruiting calls often come with objections, so anticipate common concerns:

• “I’m not looking for a change right now.”

  • Response: “I understand! Many of the agents I speak with feel the same initially, but they’ve found value in learning about our opportunities for future reference. Can we schedule a quick chat?”

• “What makes your agency different?”

  • Response: Share unique benefits like training programs, leads, or flexibility.

5. Prepare Your Tools

Ensure your tools are ready:

• CRM: Have your prospect’s details pulled up for quick reference.

• Notes: Jot down key points to discuss and questions to ask.

• Call Script: Keep your script handy but be flexible to adapt to the conversation.

6. Create the Right Environment

A quiet, distraction-free workspace ensures you’re fully present. Use a good-quality headset and test your equipment before starting.

7. Practice Active Listening

Focus on understanding the agent’s needs and goals. Show genuine interest, and don’t interrupt. Respond thoughtfully to build trust and rapport.

8. Follow Up

After the call, send a follow-up email or text:

• Thank them for their time.

• Reiterate key points discussed.

• Share next steps or additional information.

Example:
“Hi [Agent’s Name],
Thank you for taking the time to speak with me today! I’m excited about the potential fit between you and [Agency Name]. Please let me know if you have any additional questions. I look forward to our next conversation!”

9. Track and Optimize

Record key metrics like response rates, appointment bookings, and feedback. Use this data to refine your script and approach over time.

10. Stay Positive

Rejections are a natural part of recruiting. Stay confident and keep your focus on finding the right talent for your agency. Each call is a learning experience that brings you closer to your goal.

Outbound recruiting calls can be intimidating at first, but with the right preparation, they can become a powerful tool for building a talented and successful team. Use these tips to ensure your first call is just the beginning of a successful recruiting journey!