Here’s what we heard from these agents:
1. They were all passionately pursued, masterfully sold and thoroughly excited.
2. The honeymoon period lasted about 4 months.
3. They figured out that they were just another agent, in an everyday firm.
4. “Why was it we came here again?”
5. A bunch of promises, no meat.
6. Management was too busy recruiting, so they had no promised support.
7. Major pressure to help the firm recruit.
8. The firm had two types of agents: existing agents and recently recruited.

I could go on and on about what the agents said, but bottom line, their experience didn’t line up with the sizzle of the sales pitch. A very good opportunity for us to each take a look at our brand and company promise in our recruiting presentation to make sure that we are indeed delivering on our claims. Think about that for a moment.

However, the bigger “aha” for me was the realization that this company has failed to remember and implement the “romance factor.” They were excellent at romancing and pursuing the agent in the recruiting process, they were even good at getting the agent to the altar. What they failed to do was maintain the romance after they were a part of the family. It was like watching a new couple with all the potential in the world slowly drift apart because there were no ongoing maintenance efforts such as: keeping commitments, writing a little note here and there, the total loss of affection and emotional support. Don’t laugh at the analogy; it’s the truth.

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