Articles by Mary Newgard

Newgard is partner and senior search consultant for Capstone Search Group, a national recruiting firm dedicated to the insurance industry. For questions and comments, email: asktherecruiter@csgrecruiting.com.

10 Ways to Impress Candidates During Interviews

Recruiting is sales. If you’re excited about a candidate and want to do everything possible to reel them in, then when it comes to interviews, the “same old, same old” won’t get the job done. You want your company to …

Producer Recruiting and Retention Is the Same Issue for Agencies

Why? This is the entire question for agencies when it comes to producer recruiting. Well, maybe not. Here are the elongated versions of questions I field on this issue. Why is it so hard to find sales candidates? Why can’t …

Your Template to Write an Awesome Insurance Job Advertisement

A job description is the most important step to launch your recruiting project because: It’s the advertising piece that generates excitement about your company. It’s the information you put on paid job boards. It’s what you use to screen qualified …

How To Stretch Your Recruiting Budget During & After COVID-19

COVID-19’s lasting effect on hiring will force insurance organizations to make difficult staffing decisions. It isn’t the norm for me to write a budget and planning article in April; I assume the same can be said for your company but …

3-Part Hiring Plan During COVID-19

My recruiting career began 18 months before The Great Recession, so to say I’m seeing similarities between then and the current COVID-19 situation is an understatement. I remember the anxiety and uncertainty about the future. Would insurance agencies ever hire …

5 Lies Insurance Agencies Believe About Recruiting

As you read this list, I want you to think: Are these lies present in my firm? Am I part of the problem? Can I be part of the solution? Lie #1: Human resources can handle it all. I know …

Has Our Company Partnered with a Bad Recruiter?

The most popular “Ask the Insurance Recruiter” article in 2019 was July’s Partner or Pariah? 5 Hacks to Improve Your Experience Working with Recruiters. This was inspired by the negative reports I hear from insurance organizations about working with search …

Compensation Is Your Agency’s #1 Recruiting Tool

Employers find it difficult to hear that the entire kit and kaboodle of recruiting boils down to money. Insurance agencies would like to think there’s more to the story — work/life balance, career development or great culture. While all these …

5 Signs You Need Help for Client Service Openings

In 2020 the average time it will take an insurance agency to hire an experienced Account Manager will be three and half to four months. When I tell clients this, one of three responses follow: Surprise: “Wow, really? I never …

Trendy Hiring Tactics For 2020

It could be 1920 or 2020 and the fact is when it comes to hiring some things never change. The issues insurance agencies face are consistent across the board: How do we source and attract top talent? How can we …