As my new start-up starts to take flight I thought I’d share some of my lessons from nearly 20 years of growing businesses, and how I’m applying them now. They’re taken from my free book which you can request here.


It’s EXTREMELY tempting to try and fill open positions as quickly as possible, especially when you have loads on your plate. But when you rush your recruitment and get it wrong, it costs you so much more in the long run.

Lowering the bar

It’s easy to accept lower-quality hires simply to get the job done quickly.

But if you lower the bar for who you’re prepared to hire just once the chances it will become a habit.

Over time, this leads to a weakening of your whole team and, if left unchecked, can result in a downward spiral of epic proportions!

The hidden costs of lowering the bar

Consider the time and money you waste when you choose the wrong person. On average, it takes between 3 and 6 months for a new sales recruit to get up to speed properly

So, if you choose the wrong person, the business loses out on a number of counts:

  • Time and money required to hire and train the 1st recruit
  • Lead costs and clawback from the 1st recruit
  • Time and money required to hire and train the 2nd recruit

In fact, the productivity loss can be anywhere from 90% to 200% of their annual salary. And that’s not all. Think about the profit you would have gained had you waited a little longer and chosen the right person!

Beware of bums on seats

Avoid the ‘bums on seats’ hiring strategy at all costs. If you find yourself in this position, it’s time to overhaul your recruitment strategy. Be patient and take your time while recruiting.

“If you haven’t found it yet, keep looking” – Steve Jobs


Luke Ashworth is the founder of Adviser.ai. For more information on how to build a great protection business, request his free book, the 16 biggest mistakes protection distributors make.


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