Monday, August 27, 2012

Dealing with and Answering Illegal Interview Questions!!!


Hello everyone!  I apologize for the delay in getting a blog out.  I've been really swamped here the past few weeks and honestly I’ve been kind of down.  You see… My baby went to Kindergarten last week.  On the outside I was so happy for her.  
Ava was absolutely radiant and she was so excited.  It was great for her and I’m just so happy that she is having a great time.  Then to add insult to injury she lost her first tooth!  Seriously, at this rate she is going to be driving next week.  I can’t take it. 

If putting the forcing the teeth back in would stop her from growing up I would totally do it!


Now that I’m done crying, I’ll get down to business.  One of my best friends called me the other day to tell me about a terrible interview he had.  There were many reasons why it went poorly but one of them really stuck out to me.  My friend walked into the interview, they exchanged hello’s and sat down.  Then, the first question out of  the interviewer’s mouth was:

“Before we talk about your skills, why don’t you tell me about your personal life?  Are you married?  Any kids?”

I’m sure all of you HR people are shuddering right now.  However, this happens more often then you would think.    Before I go into how to answer questions like this let’s first talk about why they are illegal and why people ask them.  First of all let me state that I’m not real comfortable with the term “illegal interview questions” – This is a term I hear thrown out a lot.  However, I think that a better term would be inappropriate interview questions.  The fact of the matter is that these questions aren’t necessarily illegal to ask.  However, it can be illegal to use the information gleaned from the answers in a hiring decision.  Regardless – its just semantics. 

So…why do people ask these questions?  I’m sure that somewhere there is some evil hiring manager that likes to find out if someone is part of a protected class so that they can discriminate against them – there are a lot of bad people in this world.  However, in most cases I think that the interviewer is just trying to be nice and break the ice.  They don’t mean any ill will and they certainly aren’t trying to discriminate.  How do you answer? 

First things first – you should be prepared for this situation.  Don’t start acting weird, insulted or anything else that could make the interviewer feel awkward.  This is a one way ticket to the no pile.  Secondly, don’t point out that the question makes you uncomfortable or that it is illegal.  Doing this will cause the same amount of damage.  No kidding here – I once had someone tell the interview “That’s an illegal question and I’m not answering it!”  This set the tone for the entire interview and there was no second interview.

Below are two ways you can answer:

1.  Give an answer that gives non-defining information
In most cases I really suggest having an answer prepared that takes care of this situation.  It should be something that goes like this:

“Thanks for asking!  I’ve got a wonderful family that is supporting me in this career search and I can’t wait to learn more about this job!”

There you go – simple, polite and moves things along.  Nothing to see here folks.  In most cases this is all you really need to do.

2.  Jump in Headfirst
However, there are some that are very comfortable sharing about their family life.  Perhaps you are in sales and you need to sell yourself to be successful.  Maybe you are interviewing for something where your awesome family dynamic is relevant to the position.  What do you do then?

In this case – share, share a lot and do it with a smile.  Also be prepared to tell people why this makes you great.  Finally ask a question at the end to turn it into a conversation.  Remember, everything you share here opens you up to problems.  Maybe the employer believes being a parent means you can’t give 100%.  Maybe they don’t like married people.  Maybe they worry that religious people can only work six days a week.  So if you are going to share it can’t be something like:

“I’m married with three kids and we go to XYZ church in Anytown, USA.”

This gives no value other than to position yourself as an average person.  Instead go for the gold – respond like this:

“Well, I’ve been happily married for seven years and I’ve got three awesome kids.  I tell you – parenting was the best thing I ever did.  It really focused me and since becoming a parent my production has been through the roof.  I’m also very active in my church, which I’ve found to be really helpful in my networking as well as personally rewarding.  How about you?  Do you have a family?”

Here you take an awkward question.  Make yourself look awesome (to most people – there are some people out there that don’t like parents, networking and community service) and give yourself an opportunity to get the interviewer to talk about themselves.  And as I’ve harped on before – people love to talk about  themselves.

So what do you guys think?  Have you had any other awkward interview questions?  Email me at sthompson@insurance-csg.com or feel free to leave comments.

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Hot Insurance Job Opportunities in LA And MS!


I hope you are enjoying the final days of summer down in the deep south.  I’m working on some awesome opportunities in Louisiana and Mississippi and wanted to see if you had any ideas.  Below is some brief information about each job followed by a link to the larger job description.  Please take a look and don’t hesitate to reach out with any questions.  Thanks for your time and have a great week!




Commercial Lines Energy and Marine Account Manager/Executive – Baton Rouge, LA
This is a terrific opportunity for a strong marine person looking for a dynamic role.  Our client is one of the leading agencies in the gulf south region and they need an excellent person to be a key part of one of their largest books.  While they are an agency, they are most concerned about finding someone with a strong marine background and are willing to consider people coming from the carrier and wholesale side of the business.  This is a high profile position and the pay is commensurate. 


Commercial Lines Account Manager – New Orleans, Baton Rouge, Alexandria, Shreveport, Lafayette
This is an awesome opportunity for a really sharp account manager that wants to work with an industry leader in transportation and trucking risks.  Ideally my client wants someone with a strong trucking background.  However, they are willing to look at someone that has been exposed to commercial auto and will also consider individuals willing to learn the niche as long as they have a strong middle market background.  Ultimately they are looking for someone with strong client facing experience that is comfortable handling a demanding book.


Commercial Lines Producer – Statewide Louisiana
Our client is interested in continuing to perpetuate the growth of the agency through the addition of experienced producers.  The agency sees tremendous value in regional networking particularly in specialized industries.  Of interest to play off their current revenue would be individuals who have relationships with business professionals in the energy, transportation or construction industries.  Additionally, they are seeking individuals that are looking for more than just production and have a drive to teach and lead.


Commercial Claims Specialist – Baton Rouge, LA
My client is a well respected independent agency that is looking for a strong claims consultant to work with their insureds in their transportation practice.  In this role the claims consultant would help negotiate with the carrier on behalf of insureds, advise on losses and act as their advocate throughout the entire process.  They are looking for a strong outgoing personality that is comfortable with a wide variety of losses including theft, accidents, work comp and general liability. 


Personal Lines Account Manager – New Orleans, LA
This is a great position with one of the most well respected agencies in New Orleans.  Our client is looking for energetic personal lines person that can take on an existing book of business and look to grow it. This will be working with both High Net Worth and Affluent customers and as such needs someone with a strong sense of service.


Loss Control Specialist – Baton Rouge, LA
My client needs a loss control specialist that has a strong focus on  trucking and transportation.  Ideally this person will have a strong OSHA background and understand the finer points of work comp.  At the end of the day they just need to be a really strong safety person that understands wheels. 


Employee Benefits Account Manager – Jackson, MS
This is an awesome opportunity for someone that either has existing agency experience working with employee  benefits or for someone looking to transition into the agency world from the private or carrier side of the business.  My client is looking for a sharp person that can come in and manage several high profile employee benefits accounts for their Jackson office.  While they would prefer someone with agency experience they realize the limitations of their location would consider someone willing to relocate to Jackson or someone that works with benefits as an administrator or human resources manager in the area.


Employee Benefits Account Manager – Shreveport, LA
I'm working with one of the leading agencies in the Shreveport area and they need a strong employee benefits account manager.  Our client works with some of the largest groups in the area and while they would like self funded experience they are open to someone with group medical experience in the 50 - 150 life arena. 


Employee Benefits Producer – Tupelo, MS
One of my best clients is looking for a strong sales producer that can build on an existing book of business.   Our client needs an accomplished sales person that is very consultative and has a strong coverage background.  They are seeking someone that is excited by the challenge of the changing group medical landscape and wants to join a like minded organization.  This organization has the resources to work with groups as large as 5,000 lives and has a very attractive growth path and compensation plan.


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Employee Benefits Producer - Memphis, TN


One of my best clients is looking for a strong sales producer that can build on an existing book of business.   Our client needs an accomplished sales person that is very consultative and has a strong coverage background.  They are seeking someone that is excited by the challenge of the changing group medical landscape and wants to join a like minded organization.  This organization has the resources to work with groups as large as 5,000 lives and has a very attractive growth path and compensation plan.



Our client is an independent insurance agency with unique growth opportunities in its Mississippi benefits division.  As healthcare form continues to take shape the need to expand the agency's benefits footprint has created these opportunities.  Specifically, this role will focus on the perpetuation of the agency's benefits team in Tupelo.  You'll consult with northeast Mississippi businesses with a focus on accounts with 100 employees or more.  As the agency's work in Alabama, Tennessee and Jackson continues to expand you'll be in a great position to partner with your colleagues on split business.  To start off in this role you'll also have some existing accounts in a book of business available for you to assume.  

Employee Benefits Producer Responsibilities:
Organically develop a book of business focused on the 100+ employee segment in northeast Mississippi and parts of Tennessee and Alabama.
Take advantages of the agency's referral sources including existing property and casualty clients, ties to the financial services sector and local business support groups.
Play an active role in ongoing client consulting ranging from participation renewal management to involvement in technology integration, compliance, enrollments and account rounding.

Employee Benefits Producer Qualifications:
Bachelor's degree.
At least three (3) years of group employee benefits experience; time spent either working in direct sales for a carrier or another independent agency will be considered.
Active state insurance license.
Familiarity with the regional insurance market; natural networks and existing business contacts is an ideal starting point to beginning in this role.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x455  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.

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Employee Benefits Account Manager - Shreveport, LA

I'm working with one of the leading agencies in the Shreveport area and they need a strong employee benefits account manager.  Our client works with some of the largest groups in the area and while they would like self funded experience they are open to someone with group medical experience in the 50 - 150 life arena.




Our client is a Louisiana based independent agency with expertise to create insurance plans for a diverse group of industries.    They seek a customer service representative to join their Employee Benefits division in Shreveport. In this role you will manage and coordinate the business relationship with clients and support the internal administration of the benefits department.

Group Benefits Account Manager Responsibilities:
Establish solid client relationships and manage the delivery of services along with answering questions from clients about coverage, billing, and endorsements.
Identify important client needs as well as cross selling opportunities and effectively communicate those needs to the sales team.
Coordinate the administrative activity of client accounts, i.e. project management of implementations, client restructuring, enrollments, special projects and oversight of weekly processing of client data needs.

Group Benefits Account Manager Qualifications:
At least three (3) years as a customer service rep, group underwriter or account manager dealing with group life and health accounts.
Varied background in fully funded and self-funded accounts is preferred but not necessary. Industry endorsement preferred by not required.
Active state life and health license or able to obtain one shortly after hire.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x455  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities


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Thursday, August 23, 2012

Employee Benefits Account Managers - Jackson, MS

This is an awesome opportunity for someone that either has existing agency experience working with employee  benefits or for someone looking to transition into the agency world from the private or carrier side of the business.  My client is looking for a sharp person that can come in and manage several high profile employee benefits accounts for their Jackson office.  While they would prefer someone with agency experience they realize the limitations of their location would consider someone willing to relocate to Jackson or someone that works with benefits as an administrator or human resources manager in the area.



Our client is a large, independent agency with expertise to create insurance plans for a diverse group of industries.   They have offices throughout the Southeast and are recognized as leaders in commercial and group life & health programs.  They seek a customer service representative to join their Employee Benefits division in Jackson. In this role you will manage and coordinate the business relationship with clients and support the internal administration of the benefits department. 

Group Benefits Account Manager Responsibilities:
Establish solid client relationships and manage the delivery of services along with answering questions from clients about coverage, billing, and endorsements.
Identify important client needs as well as cross selling opportunities and effectively communicate those needs to the sales team.
Coordinate the administrative activity of client accounts, i.e. project management of implementations, client restructuring, enrollments, special projects and oversight of weekly processing of client data needs.

Group Benefits Account Manager Qualifications: 
At least three (3) years as a customer service rep, group underwriter or account manager dealing with group life and health accounts.
Varied background in fully funded and self-funded accounts is preferred but not necessary. Industry endorsement preferred by not required.
Active state life and health license or able to obtain one shortly after hire.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x455  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.


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Loss Control Specialist - Baton Rouge, LA


My client needs a loss control specialist that has a strong focus on  trucking and transportation.  Ideally this person will have a strong OSHA background and understand the finer points of work comp.  At the end of the day they just need to be a really strong safety person that understands wheels.  





Our client is an important part of the independent agency community in south Louisiana. Over the years the agency has built an excellent reputation within the transportation community and insures many large fleets that operate throughout the United States.  As factors continue to change for these clients the need for risk management expertise remains critical to the agency's sales success.  In this position, Loss Control Specialist, you'll address safety issues of the agency's trucking clients.  You will be involved in safety training, program implementation and compliance monitoring.  This position may also take on a large portion of the OSHA training seminars the agency puts on with clients.

Loss Control Specialist Responsibilities:
You act as a partner alongside transportation executives and safety managers to observe the work culture, identify hazards to their property and employees and make recommendations on plans to mitigate claims.
You'll create, implement and monitor safety programs that will comply with state regulations and reduce general liability, property, auto liability and work comp claims.
You'll facilitate driver training sessions and make sure the trucking companies are compliant with state and federal DOT.
You'll help educate clients on OSHA standards, develop programs for accident reporting and prevention, risk management mediation techniques and how to analyze loss history.

Loss Control Specialist Qualifications:
At least three (3) years experience in an occupational safety, risk management or insurance risk management.
Detailed knowledge of transportation issues particularly in driver training, DOT, FMCSA and OSHA requirements necessary.
Bachelor's degree preferred and industry certifications.
Experience as a teacher or safety trainer is highly desired.
Some travel involved.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x455  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities


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Personal Lines Account Manager – New Orleans, LA



This is a great position with one of the most well respected agencies in New Orleans.  Our client is looking for energetic personal lines person that can take on an existing book of business and look to grow it. This will be working with both High Net Worth and Affluent customers and as such needs someone with a strong sense of service.


Our client is a growing independent agency providing property/casualty, employee benefits and personal lines coverage to insureds through the Gulf Coast.  They seek a customer service oriented personal lines professional to join their team.  It’s important you offer experience as a CSR or Account Manager handling a book of personal lines business.  You must understand online rating for multiple carriers and how to conduct renewal marketing. 

Personal Lines Account Manager Responsibilities:
You will be responsible for account management including renewals, billing, endorsements, fielding customer inquiries, policy review, binders, and assistance with claims resolution.  
You can help identify new sales opportunities, either through discussion with the agency's current clients or up selling on coverage not currently within the policy (like auto, homeowners, or umbrella).

Personal Lines Account Manager Qualifications:
You have at least three (3) years of personal lines insurance experience in sales, customer service or underwriting.
Your coverage knowledge includes expertise with homeowners, personal auto and umbrella.
You are comfortable developing relationships with clients and making recommendations to clients about coverage and price options.
You have familiarity with Chartis, Chubb and Fireman's Fund programs for higher valued personal lines property.
Active Louisiana P&C license.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 ext.455  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.

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Commercial Claims Specialist – Baton Rouge, LA



My client is a well respected independent agency that is looking for a strong claims consultant to work with their insureds in their transportation practice.  In this role the claims consultant would help negotiate with the carrier on behalf of insureds, advise on losses and act as their advocate throughout the entire process.  They are looking for a strong outgoing personality that is comfortable with a wide variety of losses including theft, accidents, work comp and general liability.  

Our client is an independent insurance brokerage with a unique employment opportunity.  This position is part of the agency's ongoing commitment to client service and value added resources for larger, complex commercial clients they insure in the transportation industry. The agency insures a wide variety of businesses with significant property and casualty exposures that require claims consultation before, during and after a claim occurs.  As a Commercial Claims Specialist you're responsible for facilitating the agency's property and casualty claims.  You'll participate in client meetings intended to educate insureds on the claims process.  You'll also advocate on their behalf by working closely with TPAs and insurance companies to resolve claims in a timely, efficient and client focused manner.  

Commercial Claims Specialist Responsibilities:
Serve as a liaison between the client and the insurance company in all phases of the commercial claims administration process with a focus on the agency's commercial trucking clients.
Respond to requests for information and coverage verification from insured, insurance carrier, third party claimants and investigators.
Outside times of active claims you'll work closely with the clients to review claims histories, work to close outstanding reserves in preparation for renewal, provide education on the claims process, participate in renewal presentations and discuss ways the agency can provide resources to mitigate future frequency and severity issues.
Ensure the timely production of reports with claims narratives, large loss reports and E&O claim handling to the executive team.

Commercial Claims Specialist Requirements:
Bachelor's degree or commensurate experience.
At least five (5) years of broad exposure to property and casualty claims as an adjuster or agency claims specialist.  
Exposure to the following claims: property, auto liability, physical damage, cargo and general liability.
Ability to see the claims process beyond the transaction; can manage expectations and create an action plan alongside the agency's producers and the insured.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x455  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.

Capstone Insurance Search Group is a search firm dedicated to the insurance industry. We work nationally with expertise that spans top executives, middle management and technical level positions. We can provide assistance with a variety of product lines to include Property and Casualty, Life, Health, Disability, Annuity, Employee Benefits and Pension. Our services exclusive to the insurance industry: Traditional Contingency solutions, Contract Employees solutions, Recruitment Process Outsourcing (RPO) and Customized Retained solutions. We will provide you with a service that is of the highest degree of confidentiality, professionalism and integrity.

KEYWORDS: commercial, property & casualty, claims; other title: Senior Claims Adjuster, Claims Consultant