Tuesday, August 16, 2011

Agency Loss Control Specialist - Richmond, VA


This is a great spot for someone on the carrier side that is looking to break into the agency world.  Our client is one of the top independent regional brokers in the southeast.  They typically play in the larger middle market arena and are seeking a strong loss control person to enhance their value added services.  They need someone that has strong technical skills as well as an entrepreneurial spirit.

Agency Loss Control Specialist
Our client is a Top 50 independent agency with annual revenues in excess of $200 million.  They are a seven generation company with offices throughout the Mid-Atlantic to position themselves next to their clients.  They have a dynamic, professional sales and service staff that strives to offer service above their competitors. They have developed a robust safety division and seek an experienced, knowledgeable loss control consultant to address the risk management needs of their largest, most sensitive clients.

As Loss Control Specialist
You act as a partner with clients of significant size and exposure to observe the work culture and identify hazards to their property and employees
You'll create, implement and monitor safety programs that will comply with state regulations and reduce general liability, property and work comp claims
The program may include creating safety awareness materials and leading employee safety seminars
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
5-10 years experience in an occupational safety, risk management or insurance advisory role
Prior insurance industry experience in an underwriting, agency or consulting position is preferred
Detailed knowledge of workers compensation issues particularly in fields like transportation, manufacturing and construction
Bachelor's degree and industry certifications; familiarity with DOT, FMCSA and OSHA requirements necessary
Consultative approach to risk management with strong desire to work closely with clients and members of the agency
Local travel involved

Please contact Scot Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17 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:




Monday, August 15, 2011

Texas A&M leaving the Big 12 and What Lessons You Can Learn From It In Your Career



I’m a huge college football fan and like most of my brethren I've been captivated by watching this insanity unfold regarding the love triangle that is Texas A&M, the SEC and the Big 12.  Being a recruiter As I I got to thinking about how this relates to the employment world and found that there are some lessons that can be learned here that are applicable in the workplace. 

In case you aren’t familiar with the situation Texas A&M is a strong piece of the Big 12 conference that has always felt like the little sister to the University of Texas.  Texas is one of the golden children of college football that has a silver spoon in their mouths.  Over the past couple of years Texas A&M has begun to grow tired of this and decided that they want to take their toys and go elsewhere.  Throughout the process they have created significant ripples by bickering with other conference members and publicly airing their grievances.  So anyway – here are some things you can take with you.

1.  If you are undervalued, underappreciated, etc – It is OK to move on

One of Texas A&M’s biggest gripes is that Texas gets preferential treatment and always gets what they want and need.  Many of the people that I work with are in similar situations.  There are a lot of organizations that do give preferential treatment.  It might be something that is by design or it might be something that just happens, regardless it never is very fun for the person that is not preferred.  That said it is OK to move on.  However, I suggest that you first look in the mirror and be honest with yourself.  Is there something that you can do to improve your standing?  If the treatment is by accident can it be fixed?  Sometimes these things can be fixed.  In Texas A&M’s case nothing can really be done.  Texas has the biggest, most profitable athletic department in the country and they use it to wield a heavy stick.  Texas A&M is aware of this and they are looking to move on.  This leads to some calling them crybabies or sore losers, but the reality is that they are looking out  for their own best interests. In your career it is up to you to do this as well.  You are your own best advocate and you should act like it.

2.   If you decide it is time to go – tread lightly

One of the biggest reasons that Texas A&M is portrayed in a poor light is because of how they handled themselves.  Over the past couple of months A&M has been very vocal in the media decrying the wrongs of Texas and about how things aren’t fair.  I’m fairly certain that several of their other conference members agreed with them wholeheartedly but were unwilling to stand up in agreement to protect their own interests.  A&M’s musings on the state of the conference did nothing but fan flames of resentment and did very little if anything to change the Big 12.

Again this is exactly how things work in an organization as well.  If you have the power to leave it is the right thing for you to do – by all means do it.  However, voicing your concerns publicly will get you nowhere.  In fact they will most likely create a toxic situation and as the ringleader you will be the person blamed for it.  Why should you care?  After all – you’re leaving.  The reason is because it is a very small world out there.  Almost all companies conduct official references with people you select for them to talk to.  However, good companies have people that are well connected and have the ability to get inside information.  If you create a negative situation it will come back to haunt you.  People talk and tend to remember the bad stuff.  The simple facts are that if you worked for a company for five years and had 4 years and eight months of terrific service before you decided you were unhappy.  People will remember the last four months even if the good drastically outweighs the bad.

3.  Don’t resign until you have everything in order

A&M started talking publicly about leaving the Big 12 well before they were offered a position with the SEC.  They have been led to believe that the offer was coming and everything seems perfectly in place.  However, the reality is that there are a lot of moving pieces and after all of this there is still a chance that things won’t work out.  If things don’t work out they will look just plain stupid.  It can be worse for you and for your career.

I’ve worked with several people that have jumped the gun and resigned their job before the actual offer came through.  Some have been luck and it worked out.  Others… not so much.  A job offer is not final or binding in my mind until it is in writing and signed AND all paperwork and background checks have cleared.  That drunk driving conviction from ten years ago that the hiring manager told you wasn’t a big deal could be a big deal to HR.  Just make sure you don’t resign before it is certain. 

Once things are set in stone have all of your ducks in a row as well.    Prepare for this beforehand.  Make sure that any phone numbers, email addresses or the like that you want to keep are stored somewhere you can take with you.  Be prepared for them to walk you out the door. 

4.  Don’t burn the bridge!

I can’t draw any comparisons to college football on this one just yet as it is still uncertain if Texas A&M is going to leave.  That said you should always do your best to leave gracefully and don’t burn the bridge on the way out.  The same concept applies from #2.  If you are given the opportunity for an exit interview, don’t pull any punches.  Talk about how great things were and how thankful you were to have had the opportunity to grow with the company.   If you exit with class this is what people will share – if you exit like a tornado – it will dominate the conversations about you for years to come.

That’s all I have for today!  As always please feel free to make comments below or email me directly at sthompson@insurance-csg.com.

You can check out my other most recent articles here:


Thursday, August 11, 2011

High Net Worth Personal Lines Account Manager -Chicago (North Suburbs)

This a a great opportunity with  boutique financial services firm in Chicago.  They need someone with experience working with very affluent and high net worth individuals.  Additionally, they would like someone that is experienced working with Chartis, Fireman's Fund and Chubb.  Please let me know if you have any questions or suggestions.


High Net Worth Personal Lines Account Manager
Our client offers subject matter expertise in affluent personal lines.  Able to introduce risk management solutions to protect personal assets for the wealthy, this company has integrated their sales and service teams in a way that commercially driven brokers are not able to match. They seek a professional and experienced Personal Lines Account Manager to become an integral part of the client service process for the agency's affluent personal lines accounts.

Personal Lines Account Manager Responsibilities:
Support the agency's sales team with ongoing client service and relationship development.
Concentrate on submission preparation for new business prospects and remarketing; create dialogue with personal lines underwriters to secure appropriate coverage and pricing options for the insured.
Maintain high standards of account accuracy, quality, and compliance.
Work directly with clients to discuss renewal pricing and coverage options.

Personal Lines Account Manager Qualifications:
Bachelor's degree is strongly preferred; must hold an active IL P&C license.
At least seven (7) years of personal lines account management experience with a strong background in High Net Worth products.
Familiarity with marketing and online rating for Chubb, Fireman's Fund and Ace.
Excellent verbal, written, and personal presentation skills; creative writing skills or familiarity drafting correspondence/marketing materials about high net worth personal lines is a plus; comfortable speaking directly to insureds to present proposals.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  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:




How Insurance Producers can use Social Networking to Increase Sales – Part II

Welcome back!  Earlier this week I started a post about how insurance salespeople can use social networking to their advantage.  In the first part I discussed the value of creating an on-line identity.  You can read the first part here:

How Insurance Proudcers can use Social Networking to Increase Sales - Part I

2.  Prospecting

I’m a big believer that the more things change the more that they stay the same.  What I mean by this is that there will never be a surefire way to replace good old cold calling.  Some people might be more refined and call it “networking” but at the end of the day if you are in sales you are going to have to introduce yourself to someone that doesn’t know you.  More experienced people might have the ability to generate leads through referrals but it is still cold calling.  So the real question is how can you use social networking to make your cold calls more successful?

To me the real value is that you have alternative ways of contacting someone.  To be clear, I am not suggesting that you should use outlets like LinkedIn and Facebook to make cold calls.  Instead I’m suggesting that you use them to augment your cold calls.  This is partially why it is so important to have an online identity.  Before you make a cold call look up the person on Facebook and LinkedIn.  After you make the call follow up with a message on Facebook and LinkedIn.  You can choose which one makes  the most sense based on what you see in their profile.  If they have a bunch of pictures about hunting in their profile and you are a big hunter – reach out on FaceBook.  If you went to the same college – use LinkedIn.  If you can create a sense of shared interests there will be a higher likelihood of a call back.

3.  Position Yourself as an Expert and Trusted Resource

A wise person once said that experts do not feel the need to identify themselves as an expert – they just are.  I think that this concept is really important as there are so many people out there that are self proclaimed experts in their field.  To me this is similar to that guy that owns his own consulting firm and calls himself the CEO – that’s great but nobody really considers you to be a CEO.  Being an expert is viewed in the same way and social media can help you do this.

One of the biggest values of social media is that you can share your thoughts and ideas and help others out.  For instance, LinkedIn offers the ability to answer other’s questions and share your knowledge.  Facebook and other blogs allow for you to share you thoughts on specific issues and offer tips.  Doing these things will create the perception in the marketplace that you are an expert.  Please bear in mind that you can’t just start blogging and be considered an expert the next day.  It takes time and effort to build up credibility.  However, if you take the time to do this you can build relationships that you can turn into sales. 

That’s all that I have on this issue today. As always please feel free to leave any comments below or email me with questions at sthompson@insurance-csg.com.

 

Have a great day!

 

Also if you are interested in any of my other articles you can check out last weeks article – The Six Biggest Challenges Faced by Insurance Recruiters by clicking on the link below:

Six Biggest Challenges Face by Insurance Producers

Wednesday, August 10, 2011

Really Stupid Article from Monster.com

As a recruiter I'm always on the lookout for articles about careers and job searching.  Many of the ones I read are really good.  Some of them are downright atrocious.  This article most definitely fits into this category:

Surprise $100K Jobs that Don't Require a Degree

I really hope that when you guys read my blog that I don't have to resort to such shameless bait and switch tactics to get you to read my musings.  For instance - the headline is Surprise $100K Jobs  that Don't Require a Degree!.  Once you click on the article you quickly find out that the author scanned a salary website sponsored by Monster and found jobs that didn't necessarily require a degree that also listed the top 10% of the field make more than $100K.  Essentially what this guy is peddling is that if you are the very best at what you do you can earn $100K a year.  Doesn't this go without saying for any job you are in?

In case you are interested the jobs listed are:

Nuclear Power Plant Operator
Massage Therapist
Director of Security
Elevator Mechanic
Court Reporter

In case you are wondering I can also add to the list:

Professional Athlete
Model
Television Spokesperson
Actor

All of these do not require a degree as well and it is equally as likely  that an average person will earn $100K doing this.

Tuesday, August 9, 2011

Senior Employee Benefits Producer - Salt Lake City, UT

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.

Senior Employee Benefits Producer
Our client is a respected insurance brokerage recognized as a leader in the size and scope of their risk management operations. Since the group benefits division is such a strong part of the agency’s full service product line, this position is an investment in the company’s future growth.  The firm is in a period of growth and seeks to balance current experience within the sales team through the addition of a Senior Group Employee Benefits Producer.  

Senior Group Employee Benefits Producer Responsibilities:
Establish your sales footprint within the agency as an individual contributor along with creating a team based sales approach.
Identify opportunities for strategic agency growth; for example through program development, new market penetration, developing key carrier relationships and refining the cross selling process with the P&C division.
Support the efforts of the other employee benefits producers through mentorship, training and joint sales calls.
Participate fully in the client retention process; be involved in escalated service issues, help start and finish the renewal process and serve as a technical resource to the account management team.

Senior Group Employee Benefits Producer Qualifications:
At least 7-10 years of experience in the group health and welfare industry; understanding of the mid-market sales and service cycle with familiarity consulting on groups averaging 100-1,000 lives.
Progressive experience in sales leadership; you can balance personal production with the attention needed for the rest of the sales team.
You consistently produce your own new business revenue as a way to compensate yourself and help grow the agency's overall revenue.
Understanding of the changing benefits marketplace; up to speed on reform, compliance and utilization of technology.

Compensation is commensurate with experience and includes a guaranteed salary with commission on new business production.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17  Fax 515-987-0004  See our website at, www.csgrecruiting.com/ins_opportunities.htm for a complete listing of nationwide opportunities.

Commercial Lines Supervisor - Richmond, VA

This a great opportunity for someone that has a strong commercial lines background and would like to transition into a supervisory role.  In  this role you'll be overseeing a team of account managers/CSR's, handling hiring and manage the training.  This is a very professional company that offers terrific benefits.  The right person can come from several different backgrounds including human resources, an account manager or account executive or an existing supervisory role.


Commercial Lines Supervisor
Our client is a successful insurance agency focused on the sale and service of a broad range of property and casualty and group life and health products.  The company's management team is energetic, professional and actively engaged in employee development.  This position, Commercial Lines Supervisor, is responsible for the management and training of the agency's customer service team.  This position is closely involved with multiple sales team and has great influence in achieving synergy and employee satisfaction.

Commercial Lines Supervisor Responsibilities:
Manage customer service representatives and account managers throughout multiple offices.
Provide training with regards to account management procedures, handling escalated customer issues and organization of work priorities.
Create dialogue between the sales and service team; serve as a sounding board and create solutions to correcting customer service errors.
Auditing work files to catch inaccuracies, avoiding Errors & Omissions and maintaining  compliance with company Best Practices.

Commercial Lines Supervisor Qualifications:
At minimum of three (3) years of experience as a commercial lines supervisor, commercial lines manager or client service team leader.
Demonstrated success leading employees through new products and procedure training, correcting client service behaviors, reinforcing positive behavior and creating efficient workflow delegation.
Must be willing to travel; overnight travel on a monthly basis is required.

Please contact Scott Thompson for immediate confidential consideration and additional details.  Email:  sthompson@insurance-csg.com  Phone:  515-987-0242 x17 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: