Successful life underwriters are generally those who have learned to make maximum use
of their selling time. An important factor in maximizing selling time is the delegation of
as many sales support activities as possible to other people.
Most MDRT members view a good staff as a necessity, not a luxury. However, a staff
need not be large to be effective. Staff currently employed by many MDRT members
range from just one person to a coordinated team of clerical and professional people. The
size of your staff will depend upon your personal needs and method of operation.
The purpose of this unit is to help you evaluate your present and projected business
operation in terms of personnel needs. It will attempt to stimulate your thinking on the
cost efficiency of adding personnel to your operation. To do this you will need to
consider three factors:
1. The rationale to employ when trying to decide whether or not to hire personnel;
2. Approaches to personnel selection, once you have decided to hire;
3. Training programs to help you maximize your personnel investment by helping
your staff grow with your operation.
The greatest potential for increased sales is in better organization of your office and
service facilities. The agent’s time must be spent in front of prospects and clients. It has
been proven that agents with competent staff produce more business.
The Million Dollar Round Table has published the findings of a 1991 Cost of Doing
Business Survey, comparing the income and expense data of over 600 U.S. and Canadian
members. The full report can be found in MDRT’s magazine, Round the Table,
November/December 1992. For a copy of the current survey results, contact Information
Services Department, MDRT, 325 West Touhy, Park Ridge, IL 60068-4265 USA -
708/692-6378 or by Fax 708/518-8921.
We acknowledge, with gratitude, the following companies which have allowed us to
include their materials in this Human Resources section: The Caliper Corporation, E.F.
Wonderlic Personnel, Inc., Professional Secretaries International, Rabjohns Financial
Group and the Million Dollar Round Table.
