Producer recruiting is an ongoing process agencies should enter into with a high level of confidence. But what happens when a pattern of unsuccessful hires begins? A frustrating and costly process, discovering a producer isn't performing raises the question, "Is the lack of success solely on the employee, or does the agency share accountability for the bad hire?"

This class is intended to stimulate thoughts on the producer hiring process. Whether you're active in a recruiting project, plan to be or have concerns about repeating past mistakes, the key is to always be one step ahead of the development process.

Class members can expect to take away:

• An outline of the producer recruiting process and how it correlates to training, validation and retention
• Defining "today's" producer and when mistakes become evident
• Common themes involved in hiring mistakes: broad assumptions, communication breakdown, "The Halo Effect" and compensation missteps