Major League Baseball opening day! (Ignore any snow still on the ground.) We recruit Business-to-Business (B2B) salespeople into commercial insurance broker careers. We share a ton of information with a candidate. We want folks to enter this career with eyes wide open. We warn them about how hard the first year will be. That it’s… Continue Reading
Insurance Producer Tips
3 Blunders to Avoid When Testing Sales People
From talking with several thousand salespeople, pre-employment psychometric testing is widely used in sales hiring practices across many industries. Curiously, hiring other professionals – for example, accountants, nurses, or lawyers – apparently doesn’t require personality testing – but you’re hiring a salesperson?! Time to roll out your favorite behavioral assessment profile just to be sure!… Continue Reading
Smart Money Questions for New Producers
At The CIB Group, we recruit B2B (Business-to-Business) sales people. We help them explore becoming a commercial insurance broker (producer). They ask LOTS of money questions. (Often too early. Find out if it’s a great career move. If not, the money won’t matter.) Common Money Questions Typical money questions include: What’s the starting base salary?… Continue Reading
Interesting Insurance Professionals to Follow in 2018
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
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