CSR COMPENSATION MANUAL INTRODUCTION You've hired a new Customer Service Representative (CSR). He/she may not have technical insurance knowledge, but it doesn't...

I have always been a believer that the best salespeople we have working for us are our clerical staff. The biggest problem seems to be our lack of proper motivational tools to excite them into selling. I have attempted to change their method of thinking, and although our program is in its infancy, it appears to be a step in the right direction.

CSRs WHO SELL: SHOULD THEY BE TREATED LIKE PRODUCERS? by Virginia Bates Put your money where your mouth is. Whether principals and managers assume that employees unders...

CUSTOMER SERVICE REPORT CARDS by Dave Kahle Although almost every agency claims to give better service than their competition nobody seems to be able to define 'better service.' And since ...

DEFERRED COMPENSATION EXAMPLE by Larry Morrison and Gary Jacobson This is an example of the key financial features in a deferred compensation plan for top producers at a s...

After an automated sales center is up and running, it's up to producers to act on the qualified leads that the sales center coordinator, assistant, and support staff have worked on.

Prospecting is an old term; replace it with "business development."

Business development requires a positive attitude, confidence, and discipline. The business development mind-set can be picked up by anyone who has a desire to step to the front line and just do what must be done. Commit to a business development plan of action, then organize and follow through.

DEVELOPING SUCCESSFUL PRODUCERS byCarol Hammes The most serious challenge facing the Independent Agency System today is...

DIRECTING AGENCY SALES EFFORTS by Carol Hammes Follow this four-step process and watch your sales and earnings grow. Sales management doesnt have to be complicated. I...

DO ADVERTISING AND MARKETING WORK? by Al Diamond It never ceases to amaze me. Even though the Independent Agency System is totally sales driven, too many agents do an abysmal job in ma...

DOCUMENT EVERYTHING! by Grace Bauer Document every phone call, visit, and staff conversation - to, from, or about an insured or otherwise pertaining to a particular account. Whether ...