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RecRuitment Retention pRoblems
Boomer
1945-1965
Generation X
1965-1980
Gen Y
1980-1995
h o w a g e n c i e s a r e
improving gen y retention
infographic
2
The recruiting gen Y seminar program and manual shows what is now effective in gen Y recruitment.
Program ordered by:
Recruiting generation y is hard.
3
Managers
complains complains
Gen Y
Retaining is harder.
4
Join my team! WhY can’t You Give
me a YounG team?
they can’t sell to old PeoPle.
WhY can’t You shoW us
hoW to sell to YounG
people?
5
can’t talk, only text!WhY can’t You tell us
What to saY so We
can sell?
overconfident underachievers!
WhY can’t You mentoR
us to achieve Good
sales?
6
they say my agency can’t grow their skills.
WhY can’t You help
us to GRoW ouR
skills?
they think like emPloyees!
WhY can’t You shoW
us hoW to think like a
business oWneR?
7
not loyal to me!WhY can’t You make
a tRibe We Want to
be loYal to?
they don’t want me to be their boss!
WhY can’t’ You coach
us to impRove ouR
sales?
8
WhY can’t You shoW
us hoW to Get
RefeRRals to clients?
they can’t get referrals!
they get bored fast. WhY can’t You motivate us?
9
can’t sell to
old people.
W h o c a R e s ?
sells to
10
The Savings Generation
Gen Y market grows by:
7% per year
$Older generations
market is declining by:7% per year
$
-7%+7%
11
age where 70% of a generation had started saving for retirement.
70%
boomer gen X gen y
35age
27age
22age
12
Prudential says 48% plans to buy life
insurance within the next three years.
48% i worry about my financial future at
least once a week.
39%
we are savers.The great
recession of 2008 taught us how to
save.
80%
13
i will never have enough to retire.
39%
Financially my parents were not a role model for
me.
42%
Gen Y
$
i don’t get financial advice
from my parents.
49%
i tell my parents nothing when it
comes to money.
27%
14
will social securiTY be There when You are old?
it will be kind of there. but we will get very little.
39%
it wont be there.we will get nothing.
51%
it will still be there. and we will be getting about the same as old
people are getting now.
6%
15
gen Y haTes debT
63%no
credit card
30%no
credit card
16
now wants to buy from
i talk to an agent to :
help to make the right decisions.
69%
share responsability.
4%save time.2%
look at all products on the
market.
12%
17
in the paid update program erik explains the top ten points the managers need to get right to help gen y.
Gen Y now
prefers to buy
from an agent
their age or a
couple of years
older.
75% 90%A younger agent is better for me than an old one.The agent will be there for us as we get older.
79%
It is easier to relate to someone my age.
68%
I prefer a
younger agent.
I trust they are
up to date on the
latest solutions.
18
Join mY team!
I hate to work in an old team.
78%
50%
With the Internet what could older
people teach me?
52%
older managers don’t understand us.
34%
I feel our level of energy is
intimidating to the older agents.
19
i prefer to be in a team with people my age. 97%
Top 10 ways managers are now creating Gen Y tribes with good retention and good production.
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can text. can’t talk.can’t listen.
gen Y has talked 40% less with people face to face than generation x when they were the same age.
“I am unhappy with my ability to
listen.” 41%
-40%
gen Y
21
85%“Gen Y has poor face
to face communication skills.”
33%sends more than 100 texts per day.
Managers
76%spend over an hour on Facebook every day.
10%have over 1000 friends on Facebook.
38%spends over five hours per day on their mobile device.
22
Tell us exactly what to say to clients.
most effective questionsfor Gen Y agents to ask Gen Y clients.
most effective words for Gen Y agents to use to increase Gen Y proposal acceptance rate.
Gen Y objection handling methods.
most effective methods for Gen Y agents to get action on the proposal today.
23
oveRconfident
undeRachieveRs.
Gen YBoomer Generation X
12% 12% 82%
“YES, I AM AN IMPORTANT PERSON”.
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i will make a local difference.
60%
65%i have it in me to get
to the top fast. The only thing i need is
the right opportunity and mentoring.
gen Y
i will make a global difference.
40%
54%we cannot handle criticism from the manager well.
gen Y
25
company car
24%prefer
53%prefer
company training
2015 dutch study of university graduates by: Nobilis
49% managers
47% gen Y
“MenToring is The besT waY For
gen Y To overcoMe weaknesses.”
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1. agent takes adviser aptitude Test2.The aaT predicts gen Y income when established in the business.
3.The manager makes an individual mentor program using the mentor system . (takes 10 minutes)
®
®
system
®
27
4. agents mentor each other twice a week in the team meetings. They ask each other the questions from the manager’s mentor program.
5.expected improvements in aaT score from mentoring. increased score means increased production.
28
whY do This?
peer to peer. no hierarchy.
aat does the critisism not
manager.co-mentoring saves manager
time.co-mentoring creates a tribe.
teaches leadership.
29
Top 10 ways to get Gen Y to run their business like a business.
theY think like
emploYees.
i work hard. gen Y:
68%
gen Y works hard.managers:
2%
30
theY saY this is
a dead end Job
How to grow the top 10 business skills that will increase their production. And make them stay because they are growing.
better to be
unemployed than
work for your
agency if i can’t
grow.
40%66%
how will your agency help me develop?
31
You aRe not
mY boss.
I hate hIerarchIes.
can’t you gIve us a
cool up to date manager?
39%
the manager Is a smart strategIst helpIng us to
succeed.
35%
40%
Top 10 things managers have changed to manage Gen Y for good results.
32
no loYaltY.
88%i am loyal gen Y
2% gen y is loyalmanagers
33
How many jobs will you have in your career?
34% 14%
52%
1
2-5
6+
34
Leave the agency?
8%
not open
52%
activelylooking
40%
open
Top 10 retention methods of Rix Chang from Singapore.
Rix Chang Great Eastern Singapore gets 70% first year retention on the 50 gen y agents he hires per year. (singapore average 25%)
35
boRed.
“what insPires you?”
2015
Top 10 inspirational systems of Levin (Slovenia)
levin gets average productivity of 12 cases per month for his 100 person gen y agency. (slovenian average is 2,1 cases)
0
10
20
30
40
50
60
70
80
havingfinancialsecurity
70%
healthy living
62%
making acomfortable
salary
60%
having fun
58%
exercise
58%
having acareer
56%
continuouslearning
47%
traveling the
world
40%
raising my
family
40%
meeting new
people
36%
making adifference in the world
35%
36
can’t Get RefeRRals.
2015
Top 10 ways managers help Gen Y to get referrals.
Partially based on the referral manual:
0
10
20
30
40
50
60
referral fromfamily
37%
referral from friend
30%
at work
9%
foundonline
9%
through my bank
5%
same company asmy employer’s retirement plan
5%
the financialprofessional
reachedout to me
0%
buys only through referralsGen Y
37
Each program in every country
(or region within a country) is heavily customized.
Erik works with the sales or training manager to
create a program to fit the circumstances.
Presents the GEN Y Recruitment or GEN Y Retention programs in
6 languages.or with a translator.
erikvos (1955 amsterdam, holland).
MdrT Platform speaker.
Questions?
www.erikvosinternational.com
