Many commercial insurance agent/brokers prepare for a new producer to fail. Typical scenario: a new producer hire gets minimal on-boarding. Training = sending them to an insurance carrier’s new producer school. This is a hope strategy. You hope for the best to happen. As if your new producer will, through osmosis or natural sales animal… Continue Reading
Candidates
9-Step Producer Search Process
Commercial insurance agent/brokers often ask HOW our firm, The CIB Group, recruits new producers. Here’s a flyover of our 9-step professional search process. Recruiter meets with the client hiring manager to prepare the Success Profile; then creates a unique marketing campaign and candidate sourcing strategy. Full scale recruitment marketing campaign is launched; recruiter sources Business-to-Business… 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
Six Tips to Speed Up the Producer Hiring Process
The late, great Tom Petty was right. Those of us in recruiting (or the new, fancier “talent acquisition”) know that URGENCY is an obvious – if not THE – critical success ingredient in hiring people. Keep people waiting — commercial insurance producer candidate or hiring manager — on either side of the decision and things… Continue Reading
Getting the Most out of New Producers
As we work with our clients, the country’s top commercial insurance agent/brokers, to recruit new producers (sales people), we create a customized CompPlanner spreadsheet to use with candidates as an offer is prepared, extended, and accepted. What is a CompPlanner Spreadsheet? The CompPlanner spreadsheet provides the client with an indication of the return on investment… Continue Reading