Last week I wrote an article (Home Sweet…Career) about how the commercial insurance broker career is attractive because a salesperson can (1) do it close to home, (2) be home most nights, (3) avoid road warrior drive time, and (4) never have to relocate. The WHERE of this career should be a great “fit” for… Continue Reading
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“We hire slow and fire fast.” I cringe when commercial insurance brokers say this about new sales people (producers). My reply to this tired cliché: “Yes, I’m sure you will.” “Hire slow, fire fast” becomes a self-fulfilling prophecy. The “fire fast” part suggests your firm is arbitrary and trigger-happy. Granted, not everybody will make it… Continue Reading
At The CIB Group we help commercial insurance brokers to recruit new sales people. From Business-to-Business (B2B) sales outside of insurance. Our clients ask us to help recruit new service people too. We don’t do that recruiting work. Not our niche. We stick to recruiting B2B sales people to become commercial producers. We offer advice… Continue Reading
Recycling (or perhaps filching) somebody else’s producer continues to be a leading source for commercial insurance agent/brokers hiring new producers. One fundamental problem with this strategy is that the potential candidate pool of existing insurance producers is very, very small. Go ahead and fish for producers inside the insurance industry but understand that you’re fishing… Continue Reading
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