HOW TO HIRE A GOOD PRODUCER by Brandie Hinen As Brandie Hinen illustrates in this document, hiring good people can be easy if you know what to look and listen for. ...

HOW TO HIRE A PRODUCER by Peggy Mika Agency principals must define positions when they set out to hire new producers. Are producers expected to bring in new business, service or round existing accou...

HOW TO MAKE VOICE MAIL USER FRIENDLY by George Nordhaus Scenario #1: The fourth menu selection says press #4 for service, another recorded voice advises 'hold for the next available operator,...

HOW TO RECOGNIZE AND PREVENT FRAUD OR EMBEZZLEMENT by Alison Jones and Steve Flowers Many articles have been written about increasing an agency's income by instituting a formal planning proce...

HOW TO RECOGNIZE WHO WILL BUY, AND WHO WILL WASTE YOUR TIME by Michael Lovas Neuro-linguistic Programming (NLP), a subdiscipline of psychology, focuses on how the configuration of human m...

Most people do not look forward to planning the distribution of assets upon their death. However, it is a task that all of us must face. And, that’s where trusts enter the estate-planning arena. A trust is simply an arrangement whereby one person holds legal title to an asset and manages it for the benefit of another. In one form or another, it may be used in personal financial planning.

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IF YOU WANT THE SWEETEST MUSIC, YOU NEED TO PAY THE PIPER by Al Diamond 'You get what you pay for.' Can we assume that this is always the case? Al Diamond looks into whether compensati...

IMPROVED CORRESPONDENCE IMPROVES YOUR IMAGE There's nothing worse than receiving a business letter that contains errors, poor grammar, trite expressions, and the like. Even one typo is enough ...

IMPROVING PRODUCTIVITY TO INCREASE NEW SALES by Carol Hammes When setting your agency's production goals for the coming year, don't rely on help from the marketplace. In fact, it...