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February 3, 2003
Emily Viner, Director of Field Representative Recruiting Featured in National Underwriter
An National Underwriter article on inexperienced agent recruiting includes comments from Emily Viner, Director of Field Representative Recruiting. The piece describes how Guardian signed 891 new FRs last year — a 17% jump in recruiting. Emily estimates approximately 70% of these recruits had no prior experience in the Life insurance business. "They were people from a variety of sales backgrounds, people from stock brokerage firms, a number of accountants, a number of attorneys." She estimates only a small percentage, 6%, came right straight out of college. In Emily's view, the main reason many of these career changers came to Guardian was an autonomy issue: "They didn't feel like they had enough control in their current position."
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