Onboarding new producers

A new producer's first thirty dials are the most expensive of their career, because the agency pays for the leads and gets none of the sales. This is how to spend those thirty conversations inside Rolagon instead. The schedule below is our recommendation, not a measured result: adapt it to how fast the person in front of you is actually moving.

The four dials you set before every call

Everything in this guide is these four controls, turned in a deliberate order.

• Line of business. Life, auto or health. The library is authored per line, so a health call is a health call: Medicare timing and doctor networks, not a repainted auto script.
• Difficulty. Easy, medium or hard. It sets mood and resistance only. Easy volunteers detail and accepts a reasonable answer; hard interrupts your feature list and makes you earn every next step.
• How much you know going in. bare lead, basic lead or full internet lead. Two fields or twelve. A name and a number is a different skill from a full lead sheet, and both happen on a real floor.
• Live coaching. Scripts, Hints or Off. Optional, per call, and recorded on the scorecard, so an assisted call is never compared to an unassisted one.

There is a fifth axis worth knowing about: how the call starts. The options are fresh web lead, aged-lead callback, referral introduction, inbound call. A fresh web lead and a three-month-old callback are different openings, and new producers are usually worst at the callback.

Week one: scripts on, easy, full lead sheet

Give them every advantage at once. Coaching on Scripts, difficulty easy, the full internet lead, one line of business only. The words arrive on screen as the prospect talks, and the job in week one is not improvisation: it is getting used to the sound of their own voice handling an objection without freezing.

Aim for volume rather than scores. Six to eight calls on the same line, and do not read the scorecard's numbers out to them yet. Read the one thing to change, and only that.

Week two: medium, and take away the lead sheet

Keep Scripts on. Move difficulty to medium and drop the lead detail to the basic lead. Two changes, not three: they now have to actually acknowledge each concern, and they no longer have twelve fields to hide behind.

This is the week to add a second line of business. Not because they have mastered the first, but because switching lines exposes whether they learned a script or learned to listen.

Week three: hints only

Switch coaching to Hints. The nudge, not the words: “she just raised price, acknowledge it before you counter.” Enough to catch the moment, not enough to read aloud.

Expect the scores to drop, and say so before it happens. A producer who was scoring eights on Scripts and sees a six on Hints has not got worse; the help came off. This is the week the discovery score starts telling you something real.

Week four: hard, unassisted, and a repeat

Coaching Off, difficulty hard. Then do the thing that makes the whole exercise legible: send them back to a scenario they ran in week one, at the same difficulty, with no help. Same prospect, same objection, no training wheels. That comparison is worth more than any absolute score.

Once they are through this, a first real dial is a smaller step than it would have been. They have had the conversation forty times.

What to watch on the scorecard

Five dimensions are graded: rapport, discovery, objection handling, close attempt and follow-up. New producers reliably score highest on rapport and lowest on the close, because asking is the part nobody practises. Two patterns are worth acting on:

• Discovery flat while rapport climbs. They are having a pleasant conversation and learning nothing. Drop the lead detail to the bare lead and make them ask.
• Close never moves across four weeks. This is the one that costs money and the one that does not fix itself. Sit in on a call, or set the same scenario three times in a row and only discuss the last fifty seconds of each.

The team dashboard shows reps, minutes and a thirty-day trend per producer, which is where you see the flat close score before the pipeline does.

Practicalities

• Minutes are pooled across the workspace rather than allocated per seat, so a keen new hire can use more than their share in week one. The dashboard warns the owner as the pool runs down.
• The trial is 7 days with one scenario per line, which is enough to see the shape of week one but not to run this whole plan.
• Tell the producer plainly that you can see their calls and scorecards. They will work it out, and hearing it from you first is the difference between a practice tool and surveillance.

Running a floor rather than onboarding one person? The manager guide covers the weekly routine and what the dashboard is actually telling you.