You’re a new commercial insurance broker (producer). Welcome to a great career – BUT a hard job at the beginning. Here’s a prescription – 10 things TO DO — that will help you to start strong. (HINT: If you do the first 2, your success will become predictable.) Block 10 hours per week to make… Continue Reading
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Ignore This Problem And Your Firm Will Die
Commercial insurance brokers compete in two markets. #1: The CLIENT market. #2: The TALENT market. Most firms under-focus on the talent market. (Theory: get more clients and then we can find more people to do the work.) Hmm. What happens when that doesn’t work? What happens when you can’t find the people you need? Productivity… Continue Reading
Speed Up Your Producer Hiring Process
Recruiting guru Greg Savage wrote a great article: What you can learn from the dark ages of recruiting. Please click through and read paragraph #5 (Urgency!). Recall a time before smartphones, LinkedIn, the Internet, and even the fax machine. Recruiters and hiring managers — with a sense of urgency — got people hired. Sometimes in… Continue Reading
Choose Commercial Insurance Broking
You’re a successful Business-to-Business (B2B) sales rep. You do well. You make a good living. You work for a reputable company. You sell a quality product or service. You like your boss and colleagues too. You’re comfortable in a great sales JOB. In your gut, you wonder whether your “great JOB” is really a “crappy… Continue Reading
Ready to Hire New Producers?
Summer is (unofficially) over. Time to get moving on your 2019 plans. You KNOW your commercial insurance agency/brokerage needs new producers. Hell, you needed them this year too, remember? You went fishing for a “whale” (an experienced, successful producer with a portable book of business). That line came up empty. When you cast your fishing… Continue Reading
