GETTING A COMPANY APPOINTMENT: PART 1 by David Stambaugh This first article in a two-part series shows how to get a company appointment that can benefit you, your clients, and your carr...

GETTING BACK TO BASICS by Andrew J. Byrne Don't let anyone tell you your copy is 'too long' or that 'no one will read all that.' Someti...

Ever since independent agencies were invented, their owners have wondered how to find, motivate, and keep good producers. But according to one consultant, most principals still aren't getting a good deal.

'Across the United States, more employee producers are overpaid yet underproduce,' says Jeffrey Wodicka. Wodicka is president of a consulting firm called Directions Agency Management Resources Limited of Rockville, New York, as well as principal of The Greystone Agency, also of Rockville.

GOT NOVOCAIN WITH THAT CALL LIST? by Chris Burand A study by Sandler Sales Systems (May 19, 2010, Reuters), identified cold calling as worse than giving speeches, and celibacy was prefe...

GROUP HEALTH LOSS CONTROL HELPING GROWING COMPANIES COPE WITH THE ALPHABET EXPLOSION Dear (Customer Name): (Your Agency Name) can help you save money and time! Here's how: ...

GROWTH VS. PROFITABLE GROWTH by Chris Burand Revenue growth for its own sake doesnt make sense. In an industry that prizes sales, its no wonder that so many sales p...

GROWTH-LOADED PRODUCER COMPENSATION by Al Diamond Use this plan to give your producers an incentive to target growth, while protecting the agency from financial losses. Ev...

HARD MARKET STRATEGIES by G. Edward Kalbaugh During this hard market, some agencies have been forced to sell, merge, or reduce operations considerably. Other agencies are making the most ...

GETTING IT STRAIGHT
Marketing may be second nature in large companies, but smaller firms tend to have a tough time implementing, managing, and monitoring an effective marketing strategy. The title of 'marketing director' is often conferred on the person designated to answer requests for sales literature, or the title is added as an afterthought to the role of the sales manager who thinks that marketing is just an alternative spelling of 'sales.'

HELP WORKERS KEEP THEMSELVES SAFE Most on-the-job accidents occur in safe workplaces. Why? Employee error. What can your Commercial Lines clients do about it? Invest in a c...