Callan Harrington sits down with PJ Cannon, Regional Managing Director at Henderson Brothers, to break down how he recruits and builds high-performing insurance teams. PJ traces his approach back to his college football recruiting days at Wisconsin and explains how attention to detail and making people feel valued shaped the way he attracts talent today.

The conversation digs into the tactics behind building a new office in Columbus from scratch, including how PJ leverages centers of influence, hosts strategic networking events, and uses golf to build genuine relationships that turn into clients and hires. He also shares his interview process, why he screens for vulnerability, and the teaming model he is building to develop new producers while freeing top performers to grow. If you want practical ideas on recruiting, retention, and launching in a new market, PJ delivers real detail you can put to work.

Listen now to learn how PJ Cannon turns relationships into a repeatable growth engine.

Key topics covered:

[00:00] Intro
[01:15] Lessons from college football recruiting
[02:20] Use them don't let them use you
[03:39] Dialed in recruiting processes revealed
[04:00] Album covers and buzz for candidates
[07:00] Where to find top talent
[07:52] Turning advisors into recruiters
[09:43] Keeping referral programs alive
[10:33] Building powerful centers of influence
[11:22] How to build your network fast
[12:52] Golf course networking strategy
[13:54] Care first sell later approach
[16:57] The vulnerability interview technique
[20:04] Beating high turnover with teaming
[23:48] Freeing top producers to grow
[27:04] Launching Columbus from scratch
[29:57] Hosting events that drive relationships
[33:14] Scaling to 100 million in revenue
[34:20] Advice for opening a new office
[36:00] Leadership legacy and helping people win

Follow PJ Cannon on LinkedIn: https://www.linkedin.com/in/pjcannonnorthwesternmutual

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