Whether a person is changing companies (experienced agents) or changing careers (new agents), risk is that scary monster keeping many individuals from moving forward.
One way to tame the “risk monster” is to facilitate an open discussion concerning strategies for handling risk. Here is a short list of the most common approaches:
Risk Avoidance. Some individuals play it safe and avoid as much risk as possible. While this may seem like a good idea, it limits potential for success.
Challenge your recruiting prospect: Is your objective in making this decision to avoid risk?
Risk Mitigation. A savvy investor takes risks but protects against catastrophic loss by using a stop loss. The same principle should apply to career decisions.
Coach your recruiting prospect: It’s foolish to risk everything when making this career decision, let me help you think through some ways to limit your risk.
Risk Transfer. In our personal lives, we buy insurance to transfer risk to someone else in the event of a mishap. As the broker, demonstrate how you’re shouldering some of the risk of this decision.
Assure your recruiting prospect: You’re not in this alone. I’m putting myself and my resources at risk as you make this decision.
Having these risk strategies in the back of your mind will help you stay cognizant of what weighs on the mind of every candidate.