A driven action taker

  • Do you have any previous business experience?
  • How does your regular working day look like? What do you like about it? What don’t you?
  • How many projects are you involved in?
  • How do you take decisions? Do you need to collect information, analyze it a bit, discuss things with others, search for opinion, advice?

Beliefs and attitude

Value delivery is a core driver of happiness … and money. Building lasting relationships with clients leads to sustainable business growth. Language to watch (sales vs helping clients; customers vs clients, relationships building vs transaction).

  • Why are you in this business?
  • What do you like about it?
  • If you decide to leave, why would you?
  • Would you like seeing your kids taking over the servicing of your clients?
  • Do you have clients you work with regularly?
  • How often do you contact your A and B clients?

Clients’s interests come first.

Compliance is our insurance for business longevity. Any unethical and not compliant business is not going to last.

Success in our business comes from talking to people:

  • Number of meetings in an average week
  • Number of calls per day
  • Do you have a marketing assistant?
  • How do you find people to talk to?
  • What are your marketing systems?
  • How many referrals do you get per week?
  • Do you have networking partners?
  • By how much do you expect your business to grow next year? Why?
  • What was your last year production? Where did the sales come from?

Past experience.

Preferably 3 to 5 years with Sun Life, Investors Group, maybe Industrial Alliance.

Experience/Interest in the business owners market.

  • Assets under management.
  • Number of insurance policies sold last year? The year before?
  • Do you talk more about investments or insurance?
  • How do you position yourself, what role your clients think you have in their lives?