Background and Income Reality Check
Tell me about your current or most recent job or career.
Why are you looking to leave or change career paths
What is the highest income year you've ever had?
How old were you?
Why hasn't that been repeated yet?
<25 must be $60,000 >25 must be over $100,000
Exceptions require senior approval
What was your income last year?
What specifically limited it?
Have you worked in a 100% performance-based environment?
"Yes" - How did rejection show up daily, and how did you handle it?
"No" - What concerns you about being paid only on your results?
Automatic Disqualifiers - Avoids numbers or deflects, Blames external circumstances exclusively, Has never earned above minimum thresholds
Motivation & Psychological Drivers
Work Ethic, Discipline & Standards
Describe the hardest work schedule you've maintained for at least 6 consecutive months
What time do you start your day now, and why
What time would you start if no one was tracking you
How many unplanned work days did you miss last year
This environment requires availability from 7 a.m. to 7 p.m., Monday through Friday. Miss three days, any reason, you're out. There are no exceptions. Is that an issue
Outside of work, what obligations could interfere with those hours?
Automatic Disqualifiers - Attempts to negotiate hours, Mentions family, Personal Issues, or balance as limiting factors, Asks for grace periods or exceptions.
Ownership Mindset & Risk Tolerance
When results fall short, what do you usually change first- your effort or your enviroment
Have you ever gone all-in on something where failure was a real possibility?
What happened
What matters most to you right now: short-term stability or long-term upside
Why
If your income directly reflected your effort over the next 90 days, how confident are you in the result
What would cause you to quit something difficult too early
Automatic Disqualifiers - Prefers security over upside, Externalizes failure, Avoids accountability language
Tell me about your current (or most recent) IMO/Agency.
Why are you looking to move your contracts? (Listen for: Lack of leads, low comp, or lack of training).
What is the highest AP (Annual Premium) you’ve written in a single month?
What was your total production last year?
Why hasn't that been repeated or exceeded yet?
What specifically limited your growth? (Is it the "Environment" or their "Effort"?)
Automatic Disqualifiers: Blames the "carrier" or "market" exclusively, can't recall their numbers, has "hopped" more than 3 agencies in 2 years.
Describe the heaviest dial-day or field-day schedule you’ve ever maintained for 3 months straight.
When you were at your peak production, what time did your day start?
This environment requires a 7-to-7 "Plugged-In" schedule for the house-funded lead path. No exceptions. Having been in the industry, why would that be an issue for you?
How many days of production did you miss last month due to "admin" or personal life?
Outside of work, what obligations could interfere with these hours?
Automatic Disqualifiers: Mentions "work-life balance" as a priority over immediate growth, tries to negotiate a "shorter" training phase because they are already licensed.
When your lead ROI drops, what do you change first—your lead spend, your script, or your dial count?
Have you ever been in an agency where your daily activity was tracked in real-time? How did you feel about that?
If your income over the next 90 days directly reflected your activity (not just your luck), what would your bank account look like?
What would cause you to quit this agency within the first 90 days?
Listener Note: Look for "Lead Entitlement." If they think the leads should do the work for them, they are a Strategic fit at best.d.
"When you’re given a proven process, do you follow it to the letter, or do you tend to find a 'better way' once you get comfortable?"
"If we told you to make 100 dials today and you only made 50, but you closed two sales, would you consider that a successful day?"
Listener Note: If they say "Yes," they are a Strategic/Independent fit. If they say "No, because I missed the activity target," they are a High-Accountability/Plugged-In fit.
"How do you feel about your daily activity being tracked and reviewed every evening by a manager?"
"If you had to choose right now: Absolute freedom to work whenever you want (but you pay for everything), or a structured 7-to-7 schedule with house-funded leads—which are you choosing?"
Automatic Disqualifiers:
Wants house-funded leads but "hates being micro-managed."
Prioritizes "results over activity" (This person will eventually stop dialing when they have a good week).
Indecisive on the "Freedom vs. Structure" choice.
Only proceed if
Income thresholds met
Activity tolerance proven
Ownership language present
Rules:
No reassurance or emotional rescuing
Silence is mandatory after tough questions
If standards are challenged, end the interview
Remember: Volume beats skill - we are screening for volume tolerance
Positioning Framework:
You said you want ____ because _____
The people who succeed here are the ones who outwork the standard, not the ones who look for balance early
Most people can not handle the volume long enough to get good.
Company Overview
What we do (Life and Health Insurance)
Explain the sales process
We work leads
Call several times per day
Looking for buyers, not tire kickers
Training Schedule
Training Time Limit
Phase 1
Overview
Pay
Phase 2
Phase 3
Hours
Remote or Career
Getting Licensed Time Limit
Pre Licensing
State Exam
"It sounds like you value independence and want to run this as your own business without the 7-to-7 micro-management. We have a specific path for that called the Strategic Partner track. You get the same contracts and tools, but you are 100% self-funded and self-directed. Let’s see if you have the resources to hit the ground running."
The Bankroll: "What is your liquid budget for lead acquisition over the next 30–60 days?"
Benchmark: Should be at least $2k–$4k to see real results.
The Lead Strategy: "You can purchase leads from wherever you want and you will have access to any of our internal team lead sources, which we always recommend since these have been vetted. Will you be buying leads, or do you have your own lead source/door-knocking strategy already in place?"
The Time Commitment: "Since we won't be tracking your 7-to-7, how many hours a week are you realistically committing to this? We need to know for your production forecasting."
"As a Strategic Partner, you have access to the 'Play,' but you are responsible for your own troubleshooting. If you hit a wall, we have daily calls set up to assist you, held at 2 pm PST. If you can't make that, do you have a plan for how you’ll solve it without a 1-on-1 coach?"
If the Builder is satisfied they have the funds and a license (or intent to get one), they wrap it up:
The Door is Open: "If you ever decide you want lead assistance, a mentor, and the 7-to-7 structure, you can reapply for the 'Core Broker' track later."
If I was to bring you on to our team, would you be ready to get started tomorrow at (__ am)?
