SUPERVISORS AND MANAGERS SPEAK OUT! by Grace Bauer 'I may have the title of Commercial Lines manager, but I don't have the responsibility!' I've heard this lament more than once ...

SURVEYS: THE RUBIK'S CUBE CHALLENGE by Mike Manes This is the latest in a series of articles on organizational management and leaders...

SWEAT THE SMALL STUFF: SUCCEEDING BY SERVING THE CUSTOMER by Jack Burke The top-selling book Don't Sweat The Small Stuff gave me pause to think. Many businesses today aren't sweating the...

SYNCHRONIZE MARKETING WITH SALES! by Jack McMahan Marketings job is to pull customers toward your company by delivering compelling messages to the customer who the company wa...

TAKE YOUR WORKFLOWS TO THE NEXT LEVEL by Laura Nettles In this article, Laura Nettles has taken her checklist, Ch...

TARDINESS - WHAT TO DO WITH THE INHERENTLY TARDY? by Al Diamond Although you want everyone to be at work on time, yo...

TARGETING THE ETHNIC CONSUMER by Jack Burke In the marketing field, the debate continues as to which is better, a well-aimed shot with a 22-caliber rifle or a broad spray of buckshot fr...

TAX BENEFITS FOR S CORPORATIONS by Al Diamond Many insurance agencies have chartered themselves as sub-chapter S corporations over the years. The 'S Corp' was created so that companies co...

TECHNOLOGY GIVES MANAGERS ACCURATE AND ACCESSIBLE INFORMATION by Jack Fries How does your profitability compare with that of other agencies in your area? What about your salary structure?...

If you offer a policy review, your agency must be prepared to handle responses. The first 10 seconds of a phone call may be crucial in forming the caller's impression of your professionalism. Depending on the agency's system for routing incoming calls, we advise that Life calls be handled by Life staff. In emergency situations, enough information should be obtained on the first call to enable the Life producer to reach the caller again, even if communications are difficult; don't lose the caller!