Opportunity knocks

Despite the frightening economic statistics reigning down on us, seemingly hourly, this year could be an ideal opportunity for independent regional brokers to capitalise on the poor image of the financial services sector and attract talent that would otherwise have not considered joining.

Many large financial services sector firms are laying off staff and cutting graduate recruitment budgets, as well as taking reputational and public relations batterings.

Although insurance is not considered the most vibrant career, brokers can demonstrate credentials such as entrepreneurial flair through marketing, acquisition and relationship building, or resolute stability through retention rates, investment in training and financial prudence. It is these qualities that can be improved upon and they could form the bedrock of a concerted campaign to attract youngsters with little knowledge of the opportunities of a career in the sector.

Communicating this message is tricky and, to attract the best talent, brokers will need cleverer ways to engage an audience that has had little interaction with insurance in their lives. There are opportunities through local media, schools and universities and it is up to broker managers to help drive this forward.

This could be the year to turn a negative into a positive by aiming for the stars in your recruitment policies. After all, what do you have to lose?

Mayer's MGA philosophy

Norwich Union's chief executive Igal Mayer, has caused a stir since arriving in the UK from Canada. Not seen as an MGA advocate, the word 'general' seems the specific problem; he appears a fan of the concept for niches - how they originated in the first place. If he sticks to his guns, nobody can then accuse him of having a muddled strategy.