2. 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.
4. 4
Join my team!
Why can’t you give
me a young team?
They can’t sellto
old people.
Why can’t you show us
how to sell to young
people?
5. 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. 6
They say myagency
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. 7
Not loyalto 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. 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?
11. 11
Age where 70% of a
generation had started saving
for retirement.
70%
boomer gen X gen Y
35
age
27
age
22
age
12. 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. 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. 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%
16. 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. 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 isbetter for me thanan old one.The agentwill be there for usas we get older.
79%
It is easier torelate to someonemy age.
68%
I prefer a
younger agent.
I trust they are
up to date on the
latest solutions.
18. 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. 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.
20. 20
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. 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. 22
Tell us exactly what to say to clients.
most effective questions
for 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.
24. 24
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
26. 26
1. Agent takes Adviser Aptitude Test
2.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. 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. 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. 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. 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 agencyhelp me develop?
31. 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.
35. 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
having
financial
security
70%
healthy
living
62%
making a
comfortable
salary
60%
having
fun
58%
exercise
58%
having a
career
56%
continuous
learning
47%
traveling
the
world
40%
raising
my
family
40%
meeting
new
people
36%
making a
difference
in the world
35%
36. 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 from
family
37%
referral
from friend
30%
at work
9%
found
online
9%
through
my bank
5%
same company as
my employer’s
retirement plan
5%
the financial
professional
reached
out to me
0%
buys only through referrals
Gen Y
37. 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?
robert@erikvosinternational.com
www.erikvosinternational.com
