Mary Newgard

Recent Posts

Client Management Talent: What We’re Seeing In the Insurance Market

Posted by Mary Newgard on May 26, 2017 12:03:48 PM

Insurance Client Management Talent:  What We’re Seeing Out There
Account Managers and Brookies: The Ultimate 2 in 1 Combos

Why is it so hard to find experienced insurance account managers? While the insurance newswire is dominated with topics like Organic Growth, Mergers & Acquisitions and Producer Perpetuation, the reality is on a daily basis the most difficult position for an agency to fill is Account Manager. It doesn’t matter the discipline (commercial, employee benefits or personal lines),

Read More

Topics: Hiring Process, Human Resources, Recruiting Strategy

Your Insurance Agency’s Path to Adopting Remote Employees

Posted by Mary Newgard on May 18, 2017 2:37:53 PM

What Makes Us Different?

As a small or medium sized insurance agency, I’m not sure that you appreciate what a significant recruiting advantage you gain by offering remote, work at home arrangements. Particularly with Account Managers and Account Executives, you’re really up against it when competing against alpha houses and larger brokers for the same people. Those firms have some serious talent acquisition resources:

  • Deep pockets
  • Human Resources analytics
  • Cloud service recruiting software
  • In-house recruiting teams
  • Brand recognition

If you find it difficult to hire experienced insurance candidates you must figure out What Makes You Different.  Forget about salary, bonus, benefits or PTO.  Creating a strong telecommuting policy could be the most attractive carrot you dangle to prospective and existing employees. 

Read More

Topics: Human Resources, Recruiting Strategy

Google Your Insurance Producers: Advertising and SEO 101

Posted by Mary Newgard on Apr 6, 2017 1:30:00 PM

Any insurance agent can hang their own shingle, but the idea that we’re better together drives salespeople to work for larger insurance agencies.  Historically, companies have recruited producers by touting resources like...

  • Market access
  • Creation of wealth
  • Service
  • Internal resources
Read More

Topics: Hiring Process, Human Resources, Recruiting Strategy

Why Can’t I Find Good Insurance Producers?

Posted by Mary Newgard on Mar 21, 2017 8:24:54 AM

Get Healthy/Get Fit is the top New Year’s Resolution for 2017.  I suspect this is the case most years.  Before January 1st, researchers found a 315% increase online around the search term 'gym.'  An exercise routine is hard to keep up.  Many people start out vigorously and well intentioned.  Very few reach their goals.  We live in an instant gratification society: I want to lose weight. I want to eat that Girl Scout cookie.  I’ll just skip the gym today.  It’s not the goal but the fundamental flaw that derails the process. 

Read More

Topics: Mergers & Acquisitions, Hiring Process, Human Resources, Recruiting Strategy

The Year of the Account Manager

Posted by Mary Newgard on Mar 14, 2017 4:15:03 PM

WHY NOW? WHY THIS YEAR? WHY ACCOUNT MANAGERS?   

A McKinsey & Company study from 2015 made a bold statement: 25% of all insurance professionals will retire by 2018. Not a prediction but based on hard data, when the report was published perpetuation was top of mind for every agency. Which was also when PropertyCasualty360 came out with a list of 7 Things the Insurance Industry Needs To Know About The Looming Talent Gap. 


Unfortunately, the sense of urgency didn’t stick. How do I know this? Because you can relate to one of these traps:


Read More

Topics: Hiring Process, Recruiting Strategy