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
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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
CIB Rainmaker Interview: Jen Black
Introduction: Jennifer Cavalle Black sold payroll services for Paycom when CIB recruited her in 2012 to become an Employee Benefits producer with IBTX Risk Services in Dallas, TX. She’s become a Partner in IBTX, now a part of Acrisure the fastest growing insurance brokerage in industry history. Q: Thinking back to your transition from sales… Continue Reading
Career Advice (For When We Can’t Help)
Like most recruiters, we work a specialty niche. We find people for specific client openings. CIB places Business-to-Business (B2B) sales people from outside of insurance into sales careers with our retainer clients, commercial insurance brokers (thus, the name CIB). When someone outside our wheelhouse asks for career advice, I often can’t directly help. The reality:… Continue Reading
‘Tis the Season of Excuses
Seems like it arrives earlier every year. Thanksgiving. Hannukah. Christmas. Kwanzaa. New Years’ Eve. New Year’s Day. January 1 – the Super Bowl of insurance renewal dates. These next 6 weeks are the “season of excuses”. When client hiring managers crawl into the fetal position. Refuse to meet with new producer candidates. Balk at moving… Continue Reading
