The P&C insurance brokerage industry is currently rebuilding and growing its sales infrastructure. Older brokers continue to move into retirement, providing a tremendous opportunity for new brokers entering the field.

For those being recruited, it's important to understand that there are essentially two types of operations: the legacy firms that continue to operate by selling on coverage and price and those that have evolved into business-solution organizations. The two types of firms offer very different experiences for an broker.

The firms looking to the future have leadership with vision. They know they need to spend money in order to make money. They offer new brokers the right mentorship reinforced by a sales platform, and they have a plan that gives developing brokers experiences in the spectrum of account sizes. These are the firms that truly offer an ambitious business person a demanding work environment and the opportunity to succeed.