Introduction: Andrew Meinster was referred to CIB by a former State Farm colleague. He lacked the prototypical CIB candidate’s B2B sales background. My first interview notes about Andrew: “a bit immature but could be a value hire”. Nottingham Insurance took a calculated risk on Andrew as a new commercial producer hire in 2014 and he… Continue Reading
Maybe Your Job Ad… is Crap
Unhappy with the results from your job ad? Getting no candidates? Or a flurry of misfit candidates? First, make sure that your company and job opening are attractive. (A great ad will NOT overcome an unattractive company or job.) Then, audit your ad copy. Chances are that your ad is…crap. More of a job description… Continue Reading
CIB Rainmaker Interview: Felicia Lewis-Thorpe
Introduction: Felicia Lewis-Thorpe was selling major accounts for ADP when CIB recruited her in 2014 to become a Commercial P&C producer with AHT Insurance in Leesburg, VA. Now a Vice President with AHT, her clientele is predominantly focused on government consulting and technology companies. Q: Thinking back to your transition from sales outside of insurance,… Continue Reading
“You Baked Your Cake, Now Lie In It”
I love a mixed metaphor or a butchered cliche. This one fits the all-too-common dilemma I encounter with B2B sales people. You earn decent money (sometimes even low 6-figures). You sell a quality product for a fine company. You’ve got a good boss. You like your colleagues and your clients (well, most of them). But… Continue Reading
Commercial Insurance Brokers: We’re Ankle-Deep in Talent
I didn’t invent this phrase. But I sure repeat it often. It captures (with sarcasm) the commercial insurance broker industry’s people challenge. The talent pool is shallow. We’re too pale, male and stale. If you run a commercial insurance agent/brokerage, you can’t find enough people to grow. Not by poaching and recycling people inside the… Continue Reading
