Interesting insurance professionals will strike some as an oxymoron (like “jumbo shrimp” or “essential government worker”) but here are 5 insurance professionals whose content on my LinkedIn feed always prompts me to take the time to read what they’re saying. They are NOT official LinkedIn influencers with a zillion followers either. They are just interesting,… Continue Reading
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DIY Producer Recruiting
Winter chill and here come the first flurries. Not snow(yet) but a flurry of commercial insurance agent/brokers seeking our help to recruit new producers. Perhaps 2018 business planning is done? Maybe a surge of hiring optimism with a tax cut coming? Beats me. Happens every year at this time. While we’re eager and ready to… Continue Reading
How We Interview Producer Candidates
Our company does Business-to-Business (B2B) sales recruiting. More specifically, we recruit B2B sales people into careers with our clients, the country’s top commercial insurance and risk management agent/brokers. We don’t believe in trick questions, mind puzzles or clever gamesmanship when interviewing sales people. We follow the Adler Group Performance-based Hiring process and ask various forms… Continue Reading
Comparing Producer Recruiting Firms
Commercial insurance agent/brokers sometimes ask how our firm, The CIB Group, compares with other producer recruiting firms that also recruit Business-to-Business (B2B) sales people from outside of the insurance industry into the commercial insurance producer career. While agent/brokers will draw their own conclusions based on what’s most important to them, here are 10 relevant questions to… Continue Reading
10 Reasons Cold Calls Are Worth Your Time
“Cold calls are God’s punishment for not having a full pipeline.” A client said this to me. I love it. He gave me permission to use it because he’s pretty sure he filched it from another salesperson. So, with credit to whoever said it first, I share this phrase because it’s instructive for sales… Continue Reading