Friday, September 28, 2012

What if you lose your job while you are interviewing and other random questions I get…



 Hello Interweb!!!!!  I hope that things are as great in your part of the world as things are here in Iowa (If you forget about the college football being “played” in Eastern Iowa).  Besides the weather, things are going great here!  Before I get into the meat and potatoes of my blog I need to share this beautiful picture of my oldest daughter Ava – this week she had school pictures and my wife took what is quite possibly my favorite picture of her ever!!!  By the way - my other kids are cute too (I have to be fair in case they all read this someday in the future).
Ava age 5


Mia age 2.5

Kai - age 6 months


Now that I’m done being a proud papa I’ll get on to the real reason you read my blog.  Today, I’m going to offer some advice on some random questions I get that I think plague many people.  Think of this as something like that Dr. Oz segment where people get up and ask their embarrassing questions – except on less gross subjects…  Read em below:

What if you lose your job while in the interview process?
This is something that happens way more  than people know and its problematic because it freaks people out.  Losing your job whether its by firing squad or layoff is a deeply personal issue that many people find embarrassing.  First of all – you shouldn’t be embarrassed – it happens to most of you.  I personally feel that this is because so many of us define ourselves by our career and are worried about what getting fired or laid off says out us.  If you are unemployed and actively looking it’s pretty easy – you tell the truth.  However, when people lose their job once in the interview process they sometimes they feel like sharing that they were fired might make them look like damaged goods and choose to hide it.  First of all, there is a risk that you will appear damaged for getting fired.  However, this risk is outweighed by the risk that you appear to be lying to them.  Lying is one of the few things that are unforgiveable.  The best course of action is to tell the company what happened – own it – and move on.  Most companies will be pretty understanding.  After all – you are interviewing for a new job, right?

My boss knows everybody – How do I interview without losing my job?
It’s a small world, a really small world.  I one time had a previous boss find out that I was interviewing somewhere because a friend of hers, who had never met me in person, recognized my voice from the phone and heard it through a door in an interview.  There is no way to fully protect yourself in this area – its just one of the risks that you run when looking for a new job.  Here are a couple of suggestions to keep in mind. 
  • Use a recruiter that can be discreet on your behalf
  • Suggest having meetings outside of the office to minimize the number of people that might see you
  • Remind your interviewer how confidential your search is once or twice (overkill looks bad here)
  • Be very selective in who  you apply to

I’ve only worked for one company – how do I get someone to be a good reference?
First of all – congratulations on your tenure!  Your resume looks better than 99% of  the world including mine.  First, let me tell you that there are some unbending organizations that absolutely require a reference from a supervisor.  In these unique cases it is OK to go dig out a supervisor from your college or high school job as the company is most likely just checking a box off.  In other cases where you don’t need a supervisor you should look at the following people as acceptable references:
  • Former co-workers
  • Current customers – these are awesome references
  • Vendors – again – really good references
Whatever you do – don’t use your brother, sister, mother, priest or AA sponsor.

I have some issues on my credit or criminal background – what do I do?
This is one I’ve discussed before as well.  Here is how you handle it.  First of all – if it is a major issue like a felony – bring it up early and own it.  If it is a misdemeanor or a bad credit issue people are pretty understanding.  What usually trips people up is not the act its because they don’t disclose it on the application and then it comes up on the background check – make you look like a liar.  So, the best way to overcome this is to read the application carefully and err on the side of caution.  Go ahead and disclose the skinnydipping ticket you got in college on the application and there will be no worries when it shows up on your background.  Again – the lie is what gets you – not the bad act.

I’m scheduled for an interview and I just heard some bad things about the company – should I cancel the interview?
When I worked in the restaurant industry a wise man once told me that when someone has a bad experience they  tell 50 people and when someone has a good experience they maybe share it with five people.  Now, I’m not telling you to disregard what you hear out in the world.  After all, where there’s smoke there is sometimes fire.  However, you should listen, go to the interview with this in mind and make your own decision.  Let what you have heard shape your questions.  However, make sure that you are subtle when doing this.  Don’t say – “I heard you are a sweatshop, are you really that bad?”  Instead ask “What kind of work-life balance do your employees have?”  You will get your answer.

I can’t wear a suit to an interview because it will draw suspicion – what do I do?
This is one that I’ve discussed before.  Whatever you do – don’t just show up dressed business casual.  Do you know why people where suits to interviews? It’s not because they are comfortable or because they make you look good.  People wear suits to interviews because it is a sign of respect.  It is also a test to see if you understand social norms.  So, it really isn’t a big deal if you can’t wear one.  You just need to ask  for permission to do so.  Call the interviewer and explain your situation – ask if it is OK if you wear a nice shirt and khakis.  They will say yes – and you will look good for understanding what is expected. 

That’s all I have for today!  What random questions do you have?  Email me at sthompson@insurance-csg.com or leave a comment below!

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Thursday, September 20, 2012

Building a Winning LinkedIn Profile

Hi There!  I recently gave a webinar about how to build a winning LinkedIn Profile.  Below you can watch the video of my webinar.  I thought I’d add to the webinar with some additional thoughts about building a LinkedIn Profile that will work for you and help you with your career whether it is getting a new job or just improving your networking.





LinkedIn is one of the most powerful tools out there.  Its utility is almost unlimited as it can accomplish so many different things.  Among it’s potential uses are:
  • Be your address book
  • Act as a messaging tool
  • Serve as an On-Line resume
  • Gives you the ability to shape how people view you
  • Be an online advertisement for your services
  • Get you consulting gigs

However, you can’t reap these benefits if you aren’t actively using Linked In.  Before you can do this you MUST have a good profile.  Below are some of the ways you can create one.

1.  Add a Picture
This is the single most important thing you can do for your profile – bar none.  This is for two reasons.  First, it personalizes you – people like to know who they are talking to.  More importantly, people have begun to expect it.  If you don’t have one, people wonder why…

However, beware that adding a picture has its pitfalls.  You can’t just add any picture.  Remember that LinkedIn is a professional network and your picture should resemble this.  Don’t have that awesome picture of you at the tailgate with a beer in your hand, in most cases beach pictures should be avoided too…On the other hand don’t  rush out to your nearest Glamour Shots to get a professional headshot – just have someone take a picture of you in a suit or at least something with a collar on with their phone and upload to your profile.  You get the picture.

2.  Typo’s, Grammar Errors and Text Typing Makes you Look Stupid
Here’s the deal.  You need to treat your LinkedIn profile like you would your resume.  If you spend five minutes putting it together it will look like you did so.  Follow these tips in this area:
  • Check for spelling and grammar errors – it just looks sloppy
  • Don’t assume that everyone knows what your acronym means – take the time type it out
  • Don’t type like you text.  Anyone that uses u instead of you or anything like this sounds like a sixteen year old girl – unless you are one – this is not what you want to look like on Linked In

3.  Add Lots of Information
This one is really important.  I teach the people that I work with that a resume should be brief, easy to read and a highlight of your experience.  The goal of a resume is to make people want to learn more about you.  The purpose of your LinkedIn profile is the same.  However, when someone reads a resume you have six seconds as you are competing with the 9 Million other people competing for the same job.  On LinkedIn people are going there for extra information about you – perhaps they saw your resume and want to learn more – maybe you left them a message and they are deciding whether to call you back.  Regardless, in this medium it is acceptable and recommended that you put as much information as possible in there.  Still, keep in mind that it needs to still be easy to read and scannable. 

By far the most important aspect of this is to make sure you have a ton of keywords.  The best way to increase visibility is to increase the likelihood that you show up in a search.  Add every keyword that you can about your industry so that more people see you.  Additionally,  I suggest that you add every school you have attended from high school on up – LinkedIn is about common denominators and the more chances you have to have something in common with someone the better. 

4.  Take Advantage of the LinkedIn Apps
LinkedIn offers a variety of applications that allow you to share additional information about you.  They range from sharing work product, to linking your blog (valuable for me), to the books you are reading and where you are traveling.  This stuff is pretty cool and gives you another opportunity to show off.  One of my favorite settings is that no expert calls themself an expert – instead they are branded one by their peers.  Using these apps can make you look like an expert.

So… That’s all I’ve got on this subject.  Take a look at the webinar  and let me know your thoughts.  Have a great week and as always don’t hesitate to leave comments or send me an email at sthompson@insurance-csg.com.

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Wednesday, September 19, 2012

Hot Insurance Opportunities in the Southeast!!!


I’m working on some terrific jobs in the Southeast right now.  Below you’ll find brief job descriptions followed by a link to the full job description on my blog . Please take a look and let me know if you have any suggestions.  Feel free to forward it on to any interested parties! 

Producer/Sales Positions
Commercial Lines Producer – Jonesboro, AR
This is a great opportunity for someone looking to move to a larger agency and transition to working exclusively with commercial lines.  My client is looking for a hungry, professional salesperson that would be excited to use better market access and enhanced resources to build a commercial lines book.  This is a salary plus commission position and they are anxious to hire!


Stop Loss Sales Executive – Richmond, VA, Washington DC or North Carolina
 This is a great opportunity for a great business developer with a strong self funded background.  Our client is looking for a dynamic salesperson to build on existing relationships with TPA's, agencies and brokers to sell their stop loss product geared towards accounts in the 500 and below life arena.  This is a terrific opportunity and my client is open to having people in Washington DC, Richmond, VA, anywhere in North Carolina.


Commercial Lines Producer – Charlotte, NC & Nashville, TN
My client is a well respected, consultative, regional broker that focuses on risks in the $50K revenue and above range.  They are looking for an established producer with a strong track record of success that would be motivated to transition to a company that offers unparalleled resources and ownership opportunities.  In addition to an existing producer, they will also consider someone that has experience selling to C-Suite level contacts in large companies in a business to business capacity.  They also value education and will consider people with sales skills and advanced degrees and attained a JD, MBA or CPA designation.


Employee Benefits Producer – Tupelo, MS & 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.


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.


High Net Worth Personal Lines Producer – Memphis, TN or Nashville, TN
I'm working with an awesome company that is seeking an established personal lines producer that is comfortable working with high net worth and affluent clientele.  They are seeking a polished professional who has the ability to offer white glove service while also understanding how to develop business through networking.  High net worth personal lines experience is not necessary.  However, it is preferred and the appropriate individual should have a strong background in personal lines sales.


Account Manager/Account Executive/Service Positions
Senior Commercial Lines Account Executive – Greensboro, NC
This is a great job with one of the most well respected agencies in North Carolina.  They are looking for a seasoned account executive that can manage all aspects of a large commercial book of business so that the producer can focus exclusively on outside sales.  Ideally this person will have a strong, outgoing personality and be very comfortable in a client facing role.  


Employee Benefits Account Manager – Knoxville, TN, Richmond, VA & Greensboro, NC
This is a great opportunity with one of my best clients.  They are looking for a very sharp account manager with middle market and large account experience (250 – 2,500 lives). Self funded experience is a must.  This place offers terrific benefits and a great work life balance and terrific retirement benefits. 


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.


Employee Benefits Account Executive – Charlotte, NC
I'm working with a well respected national broker that is seeking a strong account executive to manage a large self funded book of business.  Our client works with accounts that typically fall in the 1,000 - 5,000 life arena and needs someone that has strong client facing skills, the ability to market to carriers and excellent analytical  skills.  This person must be able to act as the quarterback for all service needs!


Employee Benefits Client Manager – Raleigh, NC
I'm working on a great opportunity for a employee benefits account manager.  My client is a well respected consulting firm that focused on 10 - 500 life groups and larger. They are looking for someone with a strong self funded background that can be the quarterback for a good book of business.  Client facing skills are very important and exposure to wellness, marketing and daily administration are a plus.  Let me know if you are interested or if you have any suggestions!


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.


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.


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 Account Manager – Atlanta, GA
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 an experienced Group Benefits Account Manager to join their team. In this role you will manage and coordinate the business relationship with clients and support the internal administration of the benefits department.


Underwriting/Claims/Loss Control
Senior Production Underwriter – Raleigh, NC
This is a really great opportunity.  Our client is a well respected MGA that needs someone to step into a leadership role.  This person will need to have strong E&S underwriting skills and also have good agency contacts in the southeast.  As always let me know if you have any suggestions or questions.


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. 


Construction Defect Commercial Claims Adjuster – Greenville, SC
Our client is a respected specialty commercial auto insurance company.   The company is financially stable and has a terrific opportunity for a new individual to contribute in an important claims position.  Outside of the standard auto liability and transportation policies, the company also diversified its premium with trucker's general liability, garagekeepers and construction defect premium.  Due to the unique elements of these claims, particularly concerning contractor indemnity issues, this position, Senior Commercial Casualty Claims Adjuster, requires an experienced professional who can oversee nearly all of the company's construction defect and general liability claims.


Accounting Manager – Greenville, SC
Our client is a specialty property and casualty insurance company with a history of financial stability.  The organization is in a period of growth and organizational change.  This position, Accounting Manager, is a terrific opportunity for an experienced insurance professional to help shape the processes and procedures of the company’s financial maintenance and reporting.


Loss Control Specialist – Memphis, TN
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.  

Friday, September 14, 2012

Hot Insurance Opportunities in the West!


I’m working on some terrific jobs in the West right now.  Below you’ll find brief job descriptions followed by a link to the full job description on my blog . Please take a look!.  Feel free to forward it on to any interested parties! 

Stop Loss Sales Executive – Denver, Phoenix or Seattle
 This is a great opportunity for a great business developer with a strong self funded background.  Our client is looking for a dynamic salesperson to build on existing relationships with TPA's, agencies and brokers to sell their stop loss product geared towards accounts in the 500 and below life arena.  This is a terrific opportunity and my client is open to having people in Denver, CO, Phoenix, AZ or Seattle, WA.


Commercial Lines Account Executive – Denver, CO
Our client is an independent agency with a dynamic, professional sales and service staff that strives to offer service above their competitors.  Their service department seeks a knowledgeable Commercial Account Manager with experience handling large property and casualty accounts.  This role will oversee all of the service function from renewal preparation to marketing, RFPs and ongoing account maintenance.


Employee Benefits Producer – Salt Lake City or Boise
I'm working with a great client that is seeking a stellar employee benefits producer.  Our client is looking for someone that can build a book of business organically while also taking on a leadership role and implementing a vision for the agency.


Commercial Lines Account Manager – Salt Lake City, UT
This is a great opportunity to be a part of one of the most well respected agencies in the west.  My client is a strong independent agency that needs an account manager in their risk management practice.  They are looking for a strong personality with good commercial lines skills that can step in and hit the ground running.


Group Life and Disability Underwriting Manager – Salt Lake City, UT
Our client is a successful and growing firm that fills a critical need in the disability, life and medical professional liability space. Over the years the company has developed proprietary insurance products and programs designed specifically for physicians groups. This position, Group Underwriting Manager, is responsible for managing the group benefits underwriting program and team which underwrites a nationwide portfolio of Long Term Disability, Short Term Disability and Life products.  In addition, the position is accountable for performance management, developing staff and fostering a positive business team environment, and is also accountable for the overall performance level and timely delivery of their team’s rating, underwriting and reporting activities.   


Managing Producer – Phoenix, AZ
This is a great opportunity for someone looking to make an impact in the Phoenix market.  My client is a well respected agency with a strong regional presence that is looking to grow their Phoenix practice.  They are looking for a superstar producer that is excited by ownership and leadership that build a book of business and become the face of the company in the Southwest.  This client works heavily in middle market risks in the $20K - $100K revenue arena and works in several niches. 


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Loss Control Specialist - Memphis, TN


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 Mid-South. Over the years the agency has built an excellent reputation within the manufacturing community and insures many specialty businesses that operate in Tennessee and bordering 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 manufacturing clients from Memphis.  Parts of northeast Mississippi and Arkansas in addition to statewide accounts will be included in your territory.  You will be involved in safety training, program implementation and compliance monitoring.  This position may also take on a large portion of the training seminars the agency puts on with clients. 

Loss Control Specialist Responsibilities:
You act as a partner alongside business 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 employee training sessions and make sure the manufacturers are compliant with state and federal regulations on workplace safety as well as premise and products liability.
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 five (5) years experience in an occupational safety, risk management or insurance risk management.
Repeated history of successful safety management consulting with manufacturers.
Bachelor's degree preferred and industry certifications.
Experience as a teacher or safety trainer is highly desired.
Some travel involved.



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