The never-ending hunt for insurance talent

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When I wrote I Love My Job; Do You Love What You Do? I was feeling great. To begin with, I was excited because I was finishing a C-level search for one of my most valued clients in record time. Also, I had recently passed the six-month mark at Slayton Search Partners and I have found myself surrounded by a team of smart, ambitious and best of all, great people. And to top it off, I had received a nice note from a grateful young man who had reached out to me for career advice. To be honest, it was his uplifting note that led to the original post.

I felt like things were going my way but as old blue eyes once sang, “Your Riding High In April, Shot Down In May” Well, if you change the lyrics to riding high in February, shot down in April then you have the version of “That’s Life” for me. It is amazing how in the blink of an eye things can turn from good to bad. For starters, I had identified, recruited and closed that C-level search in a record 60 days. Unfortunately, the successful candidate called two days after accepting the position to inform us that “due to personal reasons” he had reconsidered and was turning down our offer. At the same time, my father passed away after a long battle with Pulmonary Fibrosis. To say that I was discouraged is an understatement. But if Dad taught me one thing it is to get back up after you have been knocked down.

At its core the executive search industry, like every business, is about people. It is the people that I interact with during the recruitment process which make my job so rewarding. But it is also dealing with people that I find to be the most challenging part of my career. In the executive search business recruiters discuss a concept known as “candidate control” which essentially states that a recruiter has the ability to “control” the decision making process of a candidate. To be honest, I have always believed that candidate control is absolute rubbish. I say that candidate control is rubbish because of this little thing that all people possess called “free will.” I learned a long time ago that I will never have the ability to control my candidates. I have seen how emotion can often trump logic when making life changing decisions. You can never predict with certainty how someone is going to act when they decide to leave a good job to pick up and relocate across the country for a new opportunity. However, I believe that if I cultivate an open and honest conversation between my client and the candidate it goes a long way to ensuring that I will create a win-win situation for all parties involved.

During the search process when I conduct the initial face-to-face interview with a candidate I always end the meeting like this; “I will always be open and honest with you during this process and all I ask is that you do the same for me.” I go on to say that “if you love the job let me know, if on the other hand there is no-way you would ever work for my clients just tell me. If you don’t want the job please do not put me in a position where we extend an offer only to have you turn it down. If you don’t want the job there will be no hard feelings”. I try to cultivate a no pressure atmosphere so that the candidate can make a choice that is right for him/her and their family. Naturally, this is not a fool-proof strategy but I believe that it has served me, my candidates and clients well over the past 15 years. As a matter of fact, I can count the number of my unsuccessful searches on one hand.

It has been a few weeks since the events that I described have transpired and the clouds are beginning to part. I have been able to engage some well qualified and interested candidates for the C-Level search and hope that I will be able to complete this assignment soon. I was also able to grieve my father’s death. Even though he is not with us anymore he will always be a major influence in my life. Business is starting to pick up and it looks like the insurance industry will begin to increase hiring this year which is good news for insurance executives that have been sitting on the sidelines during this very challenging recession.

If you are looking for work or dealing with other struggles regardless if they are personal or professional hang-in-there. When you get knocked down, get back up. Even though I was disappointed with the candidate who turned us down I understand his reasoning and wish him well. I do know one thing and that is regardless of how challenging a search might become I will continue to be an honest and no pressure executive search consultant. By adhering to this philosophy I will continue to offer great opportunities to my candidates and present passionate talent to my clients. I continue to love my work and continue to enjoy the best part of being a search consultant which is forging great relationships with candidates and my clients.

To you ITT reader my question is the same. I Love My Job; Do You Love What You Do? Please share your thoughts in the comment section! 

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