Making Friends in HR.

The human resources executives at local companies can become important sources of business for rookie brokers.

Whether or not the economy is entering a recession, we certainly are seeing more corporate downsizings, layoffs and job cuts. That's not good news for the about-to-become unemployed, but job cutbacks do offer resourceful brokers opportunities to establish new and valuable long-term relationships. In fact, in this chilly environment for rookies, focusing on the casualties of corporate attrition can help you build your book for the future.

Human resou