RECRUITING EMPLOYEES THE CUTTING-EDGE PERSONNEL ISSUE by Roger Herman, CMC, CSP Insurance agencies must have good people on their team in order to function. Without competent employees who know...

RECRUITING EMPLOYEES: A CUTTING-EDGE PERSONNEL ISSUE by Roger Herman, CMC, CSP Insurance agencies must have good people on t...

REFERRALS: LETS TALK lsquo;BOOK VALUE by Gil Simonds In the last article, after talking about how to avoid getting referrals that were less than desirable, I noted that...

The following section is a varied and important one to a profitable independent agency. In it, you will learn the basis of the Sales Center concept and how Sales Centers have brought increased profitability, retention, and total-account sales into many agencies.

Many agencies establish a Sales Center with their existing personnel, or hire an additional administrative or customer service person to take over additional duties. Others find that the increased efficiency of a Sales Center allows them to expand their marketing efforts, and they hire an in-house or outside telemarketing staff to keep leads coming in to producers.

SALES SUCCESS IS AS EASY AS A-B-C by Emily Huling You've been told sales is a numbers game. Through tireless effort, you've established a prospect list of 700. All names and contact in...

SALES PREVENTION: AN ALL-TOO-COMMON MALADY by Jack Burke Not a single owner, executive, or manager of a brokerage or agency is likely to confess committing sales and marketing sabotage ...

SALES SUCCESS DEPENDS ON THE QUALITY OF YOUR CONTACT by Emily Huling You've been told that sales is a game of numbers. Through tireless effort, you've established a prospect list of 700...

SALVAGING CLIENTS/PROSPECTS IN A STAGNANT ECONOMY by John R. Graham It's taken a couple of years to figure out just what's happening in the economy, but the picture now ...

SELECTING THE RIGHT LIFE PRODUCER Dear Dave, As president and sole stock- holder of a $3 million P/C agency, I have decided to set up a Life/Benefits department, probably as a sep...

SELECT THE RIGHT PERSON FOR THE JOB! by Grace Bauer Choosing the wrong person for the job can lower morale, waste time ...