Scott the Insurance Recruiter

Five Things Employers Do in the Interview Process that Suck

The Four Skills that Every Insurance Account Manager Needs to Succeed in Their Career

Counter Offers - The worst Mistake You Will Ever Make!!

Five Things You Should Know When Working with a Recruiter

Six Biggest Challenges Faced by Insurance Producers

Back to Basics: Five Interview Tips You Need to Follow

Five White Lies Continued: It was a Mutual Decision

Five Things You Need to Know When Negotiating a Salary

Interview Killers: 5 Things on Your Resume that Will Stop Them From Calling You

Hi Everybody! T-minus two days until the new arrival! I can’t believe how fast nine months can go. Anyway, today I’ll be writing some quick thoughts I have about resumes. Before I go any farther let me preface this by saying that I know how hard everyone in a job search works on a resume. It is a deeply personal thing and sometimes having it critiqued can be really painful. Please know that when people critique your resume they are only trying to be of assistance and it isn’t meant to offend you. Also, resume writing is more of an art than a science. There is no one true way to do one and every “expert” has different suggestions about formatting, layouts, fonts and whatnot. This article won’t tell you how to write a resume. Instead I’m just going to point out some common mistakes that I see people making that puts them at a disadvantage. Here goes!!!

1. Paragraphs

Before I launch into a diatribe about paragraphs I want you to read this:

XYZ Burgers Anytown, USA

Burger Flipper 2009 – Present

Started the day by opening up restaurant and turning on the lights. I then spent my mornings making sure that the hamburger patties were thawed out so I could flip them. I then turned on the grill so I could cook the burgers. At 11:00 I opened the store and waited for customers to come in. Once a burger was ordered I put it on the grill and waited for it to cook. Once it was cooked on one side I flipped it – sometimes I flipped it twice for good quality control. After the burger was cooked I put it on a bun for customer satisfaction. At the end of the day I put the burgers back in the freezer, turned off the lights and locked the door on the way out.

XYZ Burgers Anytown, USA

Burger Flipper 2009 – Present

Flipped Burgers
Opened and closed the store including the thawing of burgers
Maintained customer satisfaction with prompt service

So which one would you read? Which one gives the information necessary with an economy of words? The fact of the matter is that people are inherently busy and lazy. People that read resumes more than likely have several other jobs that they are working on and if you make reading your resume a chore you run the risk of them not reading it. Essentially your resume is a one page advertisement designed to make people want to learn more about you. If you put too much information in they won’t want to know more about you because they will never read it. Wait – “But I’m really important and I have so many great qualities that the only way I can get this across is by writing the great American novel.” First of all, I have no question that you have numerous skills – my mom told me I was special too. However, your resume is your opportunity to look your best. You don’t need to look like Thomas Jefferson or Ben Franklin unless you are applying to be a renaissance man. Instead, pick your top MOST RELEVANT skills and make sure that they are highlighted.

2. Personal Information

OK – so when I put personal information down I’m not talking about your name, address, phone number and email address. What I am talking about is the things people put on that makes it look like they are posting their resume on E-harmony. There are a lot of people that feel the need to end their resume with a section titled Interests or Hobbies or even Personal Information. They then proceed to write something like this:

Personal Information

Age: 25

Hobbies: Candy making, miming, movies, reading

Interests: Sports, gardening, crocheting

Marital Status: Yes – three kids

Sex: Male

This is problematic for a couple of reasons. First, all you need to do is share that you like “long walks in the beach” and you might find a new email friend. So I guess I’m saying that the first problem is that it looks stupid – fortunately if you are good you can overcome this. The second problem is much harder to overcome though. If anything you put on there gives potentially discriminatory information by identifying yourself as being in a protected class you will be making the HR person very uncomfortable. There are some HR people that automatically discard any resume with this type of information in order to avoid potential EEOC liabilities. Look, I know why people do it. A resume seems very impersonal and you want the resume to show that you are a real person too. Your resume just isn’t the right place. So – Leave the info of – let you personality come through in an interview.

3. Objective and Summary Statement

This is something that is less about being stupid and more about changes in style. Twenty years ago we were all taught that you start out your resume with a slick all encompassing statement. Invariably they all looked like this:

Objective

To find a new job with a great company where I can use my powers of awesomeness to the best of my ability.

Sounds great right? Wrong! The truth of the matter is that there is virtually nothing said in an objective statement that isn’t either implied or said somewhere else. So it is pretty much completely redundant and a vestigial tail of sorts. But I need to write an objective! Here are all of the reasons why and my responses:

I need to tell them I’m looking for a new job – You sent them your resume, right?
I need them to know how awesome I am – you put your accomplishments in your resume right?
They need to know that I’m looking for a strong company – You sent them your resume – if they aren’t strong it’s kind of your fault for not doing due diligence
I’m looking to change professions and need to state it – 1. this should be in a cover letter – 2. You shouldn’t bank your hopes that someone will think outside of the box about you based on two sentences at the top of a typed page.

4. Errors

I’m not going to beat this one to death. Errors make you look sloppy. Period end of story. I’ll be honest – with me it depends on the day when I see an error on a resume. Sometimes I correct it and move on. Other days I fantasize about ridiculing them. However, you can sometimes overcome spelling errors. The errors that I think are much harder to overcome are when your dates don’t add up or when you tell me something different than what is on your resume. This makes people think that you are lying…

5. Omitting Information

Something new that I’m seeing is that people don’t include either their phone number, address or their email address on their resumes. I totally understand the reasons behind each of these:

No Phone – stops all of the straight commission sales opportunity people from calling you when you post your resume on CareerBuilder or Monster
No Email – Not sure on this one – Probably because they updated an old resume from before the days of email
No Address – We are in a post post office world. Why put your address – people will never send you anything in the mail

Here’s the problem with each of these. If you don’t put your phone number on, you can’t be called. I know that sounds crazy but some people prefer to communicate by voice instead of email. Not having an email address is an even bigger problem. Voicemails can get deleted, you need to have a second way for someone to get in touch after they leave you a message. Finally, addresses are still relevant. First, not having it on a resume makes it look like you are hiding something because it is expected – remember my recurring theme – you need to do what the man says. Secondly, many recruiters and HR folks assume that when someone leaves an address off of a resume that you are planning to move from out of town and haven’t relocated yet.

So, what say you? Am I on target here? Do you disagree with me anywhere? I welcome your comments. Have a great week everybody and remember that when I post my next article I’ll be the proud papa of two girls and one baby boy! As always if you need anything don’t hesitate to email me at sthompson@insurance-csg.com.

Check out some of my recent articles on the blog here:

Resignations: The most painful and most overlooked part of the process

Jumping Through Hoops: Frustrating Parts of the Interview Process that Seem Pointless

Five Things Employers Do in the Interview Process that Suck

The Four Skills that Every Insurance Account Manager Needs to Succeed in Their Career

Counter Offers - The worst Mistake You Will Ever Make!!

Five Things You Should Know When Working with a Recruiter

Six Biggest Challenges Faced by Insurance Producers

Back to Basics: Five Interview Tips You Need to Follow

Five White Lies Continued: It was a Mutual Decision

Five Things You Need to Know When Negotiating a Salary

Monday, March 19, 2012

Hot Opportunities in the South - AL, MS, TX, LA, TN, AR, GA, NC

Hi guys - I'm working on some awesome jobs down south. Please let me know if you have any interest, questions or recommendations!

Commercial Lines Producer – Birmingham, AL

Birmingham Commercial Lines Producer Job Description

Managing Producer – Commercial or Employee Benefits – Tupelo, MS

One of my best clients is looking for a strong sales producer that can step into an immediate leadership role. Here's the scoop. Our client needs an accomplished sales person that is very consultative and has a strong coverage background. This person will be responsible for developing business but the primary goal will be to consult with existing clients to further develop business. They play in the middle market arena and are open to someone coming from the benefits or commercial side of the house. The real key is that this needs to be someone that is comfortable being the face of the organization.

Tuupelo Managing Producer Job Description

Commercial Lines Producer – Memphis, TN

Memphis Commercial Lines Producer Job Description

Commercial Lines Producer – Atlanta, GA

I'm working with a terrific client that is one of the true up and coming agencies in the greater Atlanta area. They are an organization that provides excellent resources and are looking to bring on several new producers over the course of this year. Essentially they are looking for people that believe that they can be $1MM revenue producers and are looking for the right home to facilitate it.

Atlanta Commercial Lines Producer Job Desription

Commercial Lines Marketing Manager/Account Executive – Greensboro, NC

This is an update on a previous search that I've been working. My client is a well respected agency that is seeking someone with strong commercial lines experience to step into a marketing role. Our client is looking for a strong technician and is open to someone that has been in an account executive/account manager role or a commercial lines underwriting role.

Greensboro Commercial Lines Marketing Manager/Account Executive Job Description

Construction Commercial Lines Account Manager – Charlotte, NC

This is a terrific opportunity for a client of mine that is looking to hire a new commercial lines account manager. This client offers a terrific work life balance and a wonderful benefits package. They are seeking a strong commercial lines account manager that can handle working with large accounts with duties including working with experience mods, marketing and heavy client interaction. Additionally they need someone with strong construction experience.

Charlotte Construction Commercial Lines Account Manager Job Description

Check out some of my recent articles on the blog here:

Resignations: The most painful and most overlooked part of the process

Jumping Through Hoops: Frustrating Parts of the Interview Process that Seem Pointless

Five Things Employers Do in the Interview Process that Suck

The Four Skills that Every Insurance Account Manager Needs to Succeed in Their Career

Counter Offers - The worst Mistake You Will Ever Make!!

Five Things You Should Know When Working with a Recruiter

Six Biggest Challenges Faced by Insurance Producers

Back to Basics: Five Interview Tips You Need to Follow

Five White Lies Continued: It was a Mutual Decision

Five Things You Need to Know When Negotiating a Salary

Commercial Lines Producer - Memphis, TN

This is one of my favorite clients. They are looking to grow in the Memphis market and are seeking out hungry and aggressive producers to achieve it. However, our client doesn't want someone that simply knows how to cold call. Instead they are seeking individuals that understand the finer points of consultative selling and want people that have a drive to succeed AND have strong technical skills.

Commercial Lines Producer
Our client is one of the largest and most successful independent agencies in the Mid-South. They are committed to providing innovative solutions and unsurpassed service as trusted insurance advisors. They service a variety of industries vital to the local economy which can include mid-sized firms and large corporations needing significant risk management consultation. Due to growth our client seeks additional Commercial Insurance Producers.

As a Commercial Lines Producer
You will actively seek new business through a variety of successful methods while also being involved in ongoing account consultation and retention
You will be required to meet face-to-face to qualify prospects, tailor the program to their specific operations, and arrange for appropriate claims and loss control services
You can access the company's full resources to identify new business but ultimately will be responsible for the complete sales cycle including lead generation, marketing oversight, closing negotiations, and implementing a customer service plan

Commercial Producer Qualifications
A proven track record of insurance sales and client retention
A bachelor's degree is highly desired with a current P&C license and 3-7 years of commercial insurance sales experience
Articulate, driven, and well educated with the desire for resources and mentorship from an agency to build a sustainable insurance career
Personal or professional connections to the greater Memphis area; examples can include prior business development or alumnus from a regional college

Compensation is commensurate on experience and provides a base salary with additional commissions on annual new business revenue.

Please contact Scott Thompson for immediate confidential consideration and additional details. Email: sthompson@insurance-csg.com Phone: 515-216-5455 Fax 515-987-0004 See our website at www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.

Check out some of my recent articles on the blog here:

Resignations: The most painful and most overlooked part of the process

Jumping Through Hoops: Frustrating Parts of the Interview Process that Seem Pointless

Five Things Employers Do in the Interview Process that Suck

The Four Skills that Every Insurance Account Manager Needs to Succeed in Their Career

Counter Offers - The worst Mistake You Will Ever Make!!

Five Things You Should Know When Working with a Recruiter

Six Biggest Challenges Faced by Insurance Producers

Back to Basics: Five Interview Tips You Need to Follow

Five White Lies Continued: It was a Mutual Decision

Five Things You Need to Know When Negotiating a Salary

Commercial Lines Producer - Birmingham, AL

I'm working with a terrific client in Birmingham that is aggressively seeking to hire several new producers for their commercial lines practice. Our client prides itself on being a middle market and risk management caliber firm and offers many value added services. They are looking for a unique profile and while they would certainly consider an existing commercial lines producer they are focused on finding someone from outside of the industry. This is a great opportunity for someone that wants to sell large commercial insurance and has been looking for an opportunity to transition to a reputable firm.

Commercial Lines Producer

Our client is a growing independent insurance broker focused on building continuous relationships with clients. They believe providing full insurance services, including diverse risk management options, promotes the efficiency and profitability of clients and the agency. Since the commercial lines division is such a strong portion of the agency's overall revenue the same resources are available to their producers as what exists at a national brokerage firm.

Our client is open to people with the following backgrounds who wish to transition to commercial lines production:

1) Consulting background- Business to Business sales

2) Larger/complex deals involvement

3) Private Equity, Investment Banking, Finance/Trading experience

4) CPA or JD education

Please contact Scott Thompson for immediate confidential consideration and additional details. Email: sthompson@insurance-csg.com Phone: 515-216-5455 Fax 515-987-0004 See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.

Check out some of my recent articles on the blog here:

Resignations: The most painful and most overlooked part of the process

Jumping Through Hoops: Frustrating Parts of the Interview Process that Seem Pointless

Five Things Employers Do in the Interview Process that Suck

The Four Skills that Every Insurance Account Manager Needs to Succeed in Their Career

Counter Offers - The worst Mistake You Will Ever Make!!

Five Things You Should Know When Working with a Recruiter

Six Biggest Challenges Faced by Insurance Producers

Back to Basics: Five Interview Tips You Need to Follow

Five White Lies Continued: It was a Mutual Decision

Five Things You Need to Know When Negotiating a Salary

COO/Agency Manager - Houston, TX

This is a terrific opportunity to join the leadership of a growing agency in Houston. Our has grown by leaps and strides over the past couple of years and needs someone to step in to handle the operations of the organization full time. They are open to diverse backgrounds. However, I feel that the right person would be someone that has exposure to managing a team of people servicing middle market or smaller risk management business, has P&L exposure and knows how to create processes and procedures.

COO/Agency Manager

Our client is a growing independent agency based in Houston. The agency predominately insures middle market property and casualty accounts but also offers clients a variety of employee benefits, personal lines and group retirement solutions. This position, COO, is a unique role for someone interested in taking the lead on all aspects of running the daily operations of the agency. Alongside the president and sales team, you'll ensure the needs of clients and employees are being met fairly, timely and in the best interests of continuing to build the agency's reputation in the community. Though a busy role, you will enjoy the autonomy necessary to make changes, set programs in place and respond to issues that may arise with accounts, employees or during marketing.

COO, Agency Manager Responsibilities:
Oversee the agency's financial operations; accounting, billing and premium finance, payroll, financial reports and annual business plans.
Manage all client service and administrative staff; hiring, firing, training and performance reviews.
Provide direction to the client service team on portfolio management, i.e. monitoring escalated client service issues, workflow delegation, marketing and renewal planning, cross selling and revenue growth.

COO, Agency Manager Qualifications:
At least 7-10 years of applicable insurance experience; a mixture of property and casualty, personal lines or employee benefits technical proficiency is certainly acceptable.
Detailed background with operations and service experience such as accounting, budget management, surplus lines and agency compliance matters.
Very important is prior staff management duties; overseeing Human Resources functions like staff training and development, performance management, maintaining positive morale and improving employee productivity.

Please contact Scott Thompson for immediate confidential consideration and additional details. Email: sthompson@insurance-csg.com Phone: 515-216-5455 Fax 515-987-0004 See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.

Check out some of my recent articles on the blog here:

Resignations: The most painful and most overlooked part of the process

Jumping Through Hoops: Frustrating Parts of the Interview Process that Seem Pointless

Five Things Employers Do in the Interview Process that Suck

The Four Skills that Every Insurance Account Manager Needs to Succeed in Their Career

Counter Offers - The worst Mistake You Will Ever Make!!

Five Things You Should Know When Working with a Recruiter

Six Biggest Challenges Faced by Insurance Producers

Back to Basics: Five Interview Tips You Need to Follow

Five White Lies Continued: It was a Mutual Decision

Five Things You Need to Know When Negotiating a Salary

Wednesday, March 14, 2012

Two Awesome Agency Marketing Opportunities in Arkansas

I'm working on two awesome marketing opportunities in Arkansas. One is in Little Rock and the other is in Texarkana. Please take a look and let me know if you have any suggestions, questions or recommendations!

Senior Agency Marketing Specialist - Little Rock
Our client is a large, independent agency with expertise to create insurance plans for a diverse group of industries. They have offices throughout the Mid-South and are recognized as a leader in several industries like transportation, real estate, construction and professional lines. As their team develops resources for the future they seek an experienced senior marketing specialist for the Arkansas operations. This position provides significant new business and renewal support to the sales and account management team. More so, you'll have more time than client managers to spend building relationships with underwriters and wholesale brokers who can be trusted allies in securing competitive quotes.

Senior Marketing Specialist Job Description

Agency Marketing Specialist - Texarkana, AR

This is a great opportunity for someone that has a lot of experience placing business with carriers and wholesale/mga's. My client is a strong regional agency that works in many industry niches including trucking, real estate and construction. They need a really strong person that can come in and make an immediate impact in their Texarkana office

Agency Marketing Specialist Job Description

Check out some of my recent articles on the blog here:

Resignations: The most painful and most overlooked part of the process

Jumping Through Hoops: Frustrating Parts of the Interview Process that Seem Pointless

Five Things Employers Do in the Interview Process that Suck

The Four Skills that Every Insurance Account Manager Needs to Succeed in Their Career

Counter Offers - The worst Mistake You Will Ever Make!!

Five Things You Should Know When Working with a Recruiter