OVERCOMING OBSTACLES TO AGENCY GROWTH by Carol Hammes Deal with agency growth problems before they reach a crisis point. Unfortunately, this agency scenario is all too common. Enough new bu...

A sample merger agreement between two insurance agencies.

POLICY RENEWAL WITH NEW CARRIER Dear (Customer Name), Your current (Type of Coverage) insurance policy will be expiring soon and we are now in the process of preparing your renewal policy. In the i...

PREVENTING VIOLENCE IN THE WORKPLACE by Douglas Henderson Violence in the workplace has become all too common in American business. It's a concern for every employer, who should take precaution...

PRODUCER MANAGEMENT: BY THE NUMBERS by Al Diamond A proven method for giving your producers every opportunity to sell. Producers fail because of either a lack of sales ski...

PRODUCER RELATIONS by Carol Hammes Despite tough market conditions and economic recessions, some insurance agencies are thriving. While the average agency has grown at an annual r...

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

Most insurance agencies would like to be driven by a regular flow of new business from their producer force. However, most agencies find that their producers (owners or not) spend most of their time caring for existing customers, with production relegated to a secondary position. They only have time to prospect and sell when they can break away from service tasks.

However, the producers feel that they should be making more money, whether for non-sales tasks they perform for the agency, for servicing existing customers, or from sales to new customers. Unfortunately, if an agency isn’t growing through the efforts of its producers, it has little additional income available to further compensate these key employees.

PRODUCTIVE EMPLOYEES by Catherine Oak, CIC, AAI The productivity of employees has a great effect on the profitability of a firm. In an insurance agency, personnel costs are in the 50 percent to...

PRODUCTIVITY UP, PROFITS DOWN by Carol Hammes It's common wisdom that profitability should track directly with productivity. Often this is true: If the employees are more productiv...