I didn’t invent this phrase.
But I sure repeat it often.
It captures (with sarcasm) the commercial insurance broker industry’s people challenge.
The talent pool is shallow.
We’re too pale, male and stale.
If you run a commercial insurance agent/brokerage, you can’t find enough people to grow.
Not by poaching and recycling people inside the industry.
The numbers and demographics aren’t there.
CIB’s producer model – go OUTSIDE insurance to recruit B2B sales people – is necessary.
It’s not a choice anymore.
Same goes for the service side for commercial insurance agent/brokers.
You will run out of quality CSRs and Account Managers to steal from your competitors.
Go find great service people OUTSIDE of insurance.
For example, hire paralegals at law firms.
They’re detail-oriented and service-minded.
They’re often underpaid.
And who’s more difficult to work for than a producer? A lawyer!
If you need help with any of this, please connect and let’s talk.