Expenses associated with a bad hire can be two to three times that producer's salary. If two-thirds of new producers drop out of the insurance industry by their second year (according to the IIABA), there is sound financial reason to select the best possible candidate for the position.

My experience evaluating more than a thousand new producer candidates lends credence to behavioral testing and interviewing as pre-development tools. This article will focus on interviewing, and assume that the candidate has already been tested with acceptable results.

Interview Methodology

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