Insurance Recruiters

Sales Skills Sales cycle: describe the duration, pricing process and decision-makers involved. Quality of results: actual vs. quotas; sales contest/awards won; your rank in sales staff? Prospecting experience: # of calls per day/week; # of appointments per week? Tell me about your most significant sales accomplishment. How would you approach the initial prospecting challenge to… Continue Reading

When I take on a client for a new producer recruiting engagement, I look for the three critical elements: cooperation, marketability (not only the producer position – also the firm and the hiring manager), and a sense of urgency. I use a checklist of questions to make sure that an agency meets our standards for… Continue Reading

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

We updated our CIB CompPlanner spreadsheet model. CompPlanner2020. It shows a potential commercial insurance broker (producer) how the money works. Here’s a screenshot: CompPlanner2020 illustrates these truths about the commercial insurance broker career: “Learn the profession. Build your clientele. Get rich slowly-but-surely from the residual commissions.” “There are no rich young producers. But there are… Continue Reading

Read Reagan Consulting’s 2017 Best Practices Study: Reagan Consulting Best Practices Two scary producer numbers — 50 and 1 — jump out. They reveal commercial insurance broking’s epic failure to replenish its sales force. The 2 numbers underline these 2 big findings about agent/brokers: Finding #1: The insurance broker industry continues to age. WAPA (Weighted… Continue Reading