1. Adam Robinson & Margot Baill Hireology
Predicting Success Advanced Hiring Tools for your Next Subro Claims Rep
Adam Robinson & Margot Baill
Hireology

2. Session Overview The Five Big Hiring Mistakes
Review/Update 2008 Subro Hiring Study
Interviews – What Do I Ask?
Measuring Culture Fit using DiSC

3. No formalized hiring process Not focusing on outcomes
The Big 5
No formalized hiring process
Not focusing on outcomes
Asking the wrong questions
Taking their word for it
Not understanding their work style

4. No formalized hiring process
The Big 5
No formalized hiring process
Does this sound like you?
Hiring is an underwriting process
More information = less risk

5. No formalized hiring process Not focusing on outcomes
The Big 5
No formalized hiring process
Not focusing on outcomes
Job Descriptions vs Job Profiles
Specific and measureable
“What does the world need to look like 90 days, 6 months, and 12 months from now?”

6. No formalized hiring process Not focusing on outcomes
The Big 5
No formalized hiring process
Not focusing on outcomes
Asking the wrong questions
What’s the information you’re trying to uncover?
Have a script, and stick to it

7. No formalized hiring process Not focusing on outcomes
The Big 5
No formalized hiring process
Not focusing on outcomes
Asking the wrong questions
Taking their word for it
Trust, but verify
Nearly 40% of resumes contain at least one embellishment or outright false statement

8. No formalized hiring process Not focusing on outcomes
The Big 5
No formalized hiring process
Not focusing on outcomes
Asking the wrong questions
Taking their word for it
Not understanding their work style
Different styles require different management approaches

9. No formalized hiring process Not focusing on outcomes
The Big 5
No formalized hiring process
Not focusing on outcomes
Asking the wrong questions
Taking their word for it
Not understanding their work style

10. Subro Hiring Study
Interviewed top performers and Supervisors across the country (130 years of combined experience)
Asked them:
Definition of Success
What differentiates top performers from average or low performers
What’s something that has gone terribly wrong?
Most crucial tasks and person characteristics that enable performance
Identified commonalities between interviews
Determined the “Elements of Success” for a Subrogation Claims Professional

11. Translating Results into Action
Evaluate your current hiring process: What % of hires perform at desirable level
Create a hiring process around the elements that lead to success
Interviews and selection tools should only measure elements that relate to the job
Manage the hiring process in a web-based hiring platform

12. The Interview Using scripted interviews is the best policy Consistency
Reliability
Focus on answers, not questions

13. Interviews – What to Measure?
The Super-Elements
Past Related Job Success
Damage Evaluation Experience
Previous insurance knowledge, Knowledge of state law, subrogation or litigation)
Culture Fit
Attitude
Sense of Personal Accountability
“Locus of Control”
Review: The Critical Elements

14. Why It’s So Difficult Conflicting traits:
Speedy detail orientation
Decisive Critical Thinker
Systematic Innovator
Independent team player
Combines aspects typical of many roles:
Project Management
Sales
Detective

15. Questions that Work
Review Example Interview Questions

16. Measuring Soft Skills - DiSC
Dominance Emphasis on shaping the environment by overcoming opposition to accomplish results. Influence Emphasis on shaping the environment by influencing or persuading others. Steadiness Emphasis on cooperating with others within existing circumstances to carry out the task. Conscientiousness Emphasis on working conscientiously within existing circumstances to ensure quality and accuracy.

17. Online assessment tool 10-15 minutes to complete
What is DiSC?
Online assessment tool
10-15 minutes to complete
20-page analysis on your employee/candidate

18. Real-life DiSC Example
Show DiSC example from successful Subro rep

19. Using DiSC How to incorporate DiSC into your hiring process:
Have your best reps take the assessment
Review the results
Discuss the patterns that emerge
Give the DiSC to finalists
Use it as a management tool

20. The Five Big Hiring Mistakes Review/Update 2008 Subro Hiring Study
Session Overview
The Five Big Hiring Mistakes
Review/Update 2008 Subro Hiring Study
Interviews – What Do I Ask?
Measuring Culture Fit using DiSC

21. Discussion

22. Thank you