If you’re a commercial insurance broker (producer) struggling or dissatisfied with your prospect pipeline — or you manage someone in this situation — it’s a great time for a reboot. As in, let’s get going NOW in a better direction before 2018 gets away. For most producers, the prospecting well runs dry periodically. I’ve never… Continue Reading
Commercial Insurance Broker
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
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
How to Become a Producer in Three Steps
We recruit Business-to-Business (B2B) sales people into producer careers with the country’s top commercial risk management and insurance agent/brokers. Sometimes we present a great candidate to a client and they don’t get hired. Often another candidate was just a better fit for that particular firm. Sometimes we (the recruiting firm) don’t even understand exactly why…. Continue Reading