Hiring for Potential: Why Personality Matters More Than Experience
Hiring producers is one of the most important — and most difficult — decisions an agency owner can make.
On paper, it’s tempting to prioritize experience. Someone who’s already been in the insurance world for years. Someone who knows the lingo, the carriers, and the objections before they even hear them.
But over time, I’ve noticed a shift.
More and more agencies are hiring based on personality — not just resumes.
And it makes sense.
You can teach a producer how to navigate quoting platforms.
You can train them on coverages, carrier appetite, or how to structure a renewal timeline.
But what you can’t teach — at least not easily — is how to make someone feel heard.
You can’t teach natural curiosity. Or empathy. Or the ability to build trust with a client in the first five minutes of a meeting.
These are the traits that top producers rely on. They’re also the ones that can’t be faked.
The Real Challenge: Ramping Up New Talent
The problem isn’t finding people with potential — it’s getting them up to speed.
Once you’ve hired someone who’s curious and driven — but maybe light on insurance experience — how do you help them succeed early? How do you keep their confidence high while they’re still learning the ropes?
This is something we think a lot about at RiskAdvisor.
We’ve seen firsthand how new producers can thrive when they’re given:
- A framework for what to ask and why it matters
- Tools that surface client needs and help them document the right details
- A structure that removes the pressure to “just know” how to sell
When someone new can walk into a conversation and feel prepared, everything changes.
They’re not guessing. They’re guiding.
They start building trust faster. They learn faster. They grow faster.
Creating Momentum Matters
Early wins build confidence — and confidence is everything in sales.
It’s not just about giving producers a quoting tool. It’s about equipping them to have better conversations, ask more meaningful questions, and uncover needs that go beyond price.
If we want more producers who succeed long-term, we need to invest in how they start.
At RiskAdvisor, we’re committed to making that easier — for agency leaders, and for the next generation of great producers.
Let’s Open the Conversation
If you’re hiring producers, I’d love to hear from you.
What traits do you prioritize?
What tools or frameworks have helped your team ramp faster?
Let’s learn from each other — the future of the industry depends on it.