Building a high-performing sales team in the insurance industry has never been harder. With veteran producers nearing retirement and green rookies years away from validation, agency leaders are stuck deciding where to invest their recruiting efforts.

Should you chase the established “lone wolf” or train the hungry newcomer?

My guest, Nancy Grasso, Regional Vice President for Growth at OneDigital, joins me to share her no-nonsense approach to recruiting, mentoring, and leading top-tier producers.

We discuss why she refuses to hire “name-droppers,” how to test a candidate’s true grit during the interview process, and the exact “sweet spot” of experience you should look for in your next hire. We also break down how to structure a mentorship program that actually produces results, rather than just enriching the mentor.

If you are struggling to build a sales team that opens doors and closes business, this episode is your blueprint.

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