The Challenge

Estate planning is a sensitive and specialist field. Secure Inheritance needed to grow its team while maintaining the quality and credibility its brand depended on. Its consultants needed to discuss personal and emotionally complex topics with clients while also delivering consistent sales performance.

Finding candidates with the right balance of skills for these specialist sales roles had proved difficult through generalist recruiters, while high attrition was limiting the business’s ability to scale.

How Citrus Connect Helped

Citrus Connect worked closely with Secure Inheritance to define the precise profile of a successful estate planning consultant, looking beyond sales history to communication style, empathy and the ability to build long-term client relationships based on trust. We sourced candidates from backgrounds that combined direct sales experience with a track record in relationship-led, consultative environments. Our screening process assessed both commercial ability and interpersonal fit, ensuring every candidate put forward had the qualities needed to succeed in Secure Inheritance’s unique sales environment.

We also worked with Secure Inheritance to reshape how the role was presented to the market, bringing the company’s mission and values to the forefront of each opportunity. This helped attract professionals looking for meaningful work and genuine career development, while better communicating what made the role and business different.

Alongside this, we streamlined the hiring process to reduce friction and improve candidate quality. This more targeted approach to building a high-performing sales team helped Secure Inheritance secure candidates with both the right expertise and the right cultural fit.

The Results

• 90% retention rate across recruited sales consultants
• 100% headcount growth, doubling the team over the engagement
• Stronger role positioning designed to attract candidates with the right commercial and interpersonal fit

By focusing on both sales ability and long-term candidate fit, Citrus Connect helped Secure Inheritance double its team while achieving a 90% retention rate across the engagement.

If you’re looking to grow your sales team with people who are right for the role and your business, book a call with our sales recruitment specialists to discuss your hiring needs.