SPREADING LIFE WEALTH AMONG EMPLOYEES by George Nordhaus Dave Warren of Dodge, Warren and Peters, Torrance, California has a whole new insight into how to get many people in the age...

STAFF BONUS PLAN by John Jaques Customer Service Representatives (CSRs) have evolved from primarily clerical employees who follow producers' specific directions to today's highl...

STAFF MEETINGS 101 by the IIABA Virtual Faculty In general, virtually all agencies should have periodic staff meetings. Unfortunately, too often these meetings are unproductive. According to one ...

STAFFING & PRODUCTIVITY: HOW DO YOU MEASURE UP? by Judith Newman Is your agency overstaffed - or understaffed? How would you describe your agencys performance: Hi...

STAFFING SMART by Roy Phillips Agency profitability can start with well-trained, well-compensated customer service reps who know their jobs. Reasonable expense ratios can be the difference b...

With summer approaching, the lull in autumn's new business results can't be far behind. September, October, and November are the weakest months for revenue and sales for a majority of agencies. Theories abound as to the reason, but probably it's because too many producers take the summer off from new account prospecting, or they spend their time continuing to round existing accounts. Sunshine, golf courses, and family take priority, and little new business is set up to be written in the fall.

STEP-BY-STEP PROCEDURES MANUALS INCREASE REVENUE by Grace Bauer Does your agency follow specific steps for training employees to execute its procedures? Has your agency reviewed its procedur...

AGREEMENT made this ____ day of __________, 19__, by and among PURCHASER INSURANCE AGENCY, INC., a Massachusetts corporation having a principal place of business in Boston, Massachusetts, hereinafter referred to as the "Buyer," ROGER A. ABLE of Lexington, Massachusetts, hereinafter referred to individually as "Able," and JOHN B. BAKER of Newton, Massachusetts, hereinafter referred to individually as "Baker"; both Able and Baker being referred to hereinafter jointly as the "Sellers."

STRATEGIC PLANNING OF HUMAN RESOURCES by Mary Beth Bolen To develop your human resources, ask yourself these questions. Planning the income strategy for a profit center or depa...

Problem:The insurance industry is under attack from consumer groups, is the subject of political debate and radical legislative...