Life Insurance Mergers Create Management Recruiting Frenzy

Thirty years ago in America there were approximately 2,500 life insurance companies, and the number shrank to 1,500 by the late 1990s. Today approximately 800 life companies operate.

Executive Search Recruiter Specializing in Life Insurance Industry

One entrepreneur and executive recruiter focused on serving the life insurance industry, and executives and managers they seek to recruit, is Gibbs Brown, CEO of Global Recruiters Network, San Francisco North. He achieved Million Dollar Round Table (MDRT) status in his first year as a life insurance agent with Equitable Life and remained for 22 years beginning in 1976. He became the President of Western Operations at 36, supervising more than 3,000 agents fromWisconsin toHawaii.

Brown commented, "Had I been more attentive to calls I received from recruiters, my career opportunities would have expanded tremendously. My mission now is to share my experiences and contacts with companies looking to grow and with talented executives and managers who are looking to advance their careers to best help their families."

Brown specialized in recruiting top producing agents for his agencies and, following his promotions into upper management, led his division of Equitable to win a company record 11 of 11 sales campaigns.

Speaking of his past perspective on working with executive recruiters he said, "I made the mistake of looking only within my own company for career advancement. I never anticipated the 3rd largest American life company would someday cease to exist."

Consolidation and Opportunity

Industry consolidation creates opportunities for some executives and managers, but limits opportunities for others seeking career advancement. In San Jose, California Greg Jow, a General Agent of the UNIFI companies and CEO of Cornerstone Financial Partners said, "The life companies who have an active recruiting program and a focus on growth are the ones who will succeed in the years to come."

Jow changed companies several times in his 37 year management career and reported that many agents he brought into the business are still with him and often changed companies to stay with him.

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