Motivation is tied closely to compensation, but the two are very different. Compensation is simply one form of motivation. There are many forms, all of which should accomplish one thing: encourage producers to sell and make them feel good about what they're doing and where they're doing it. A good motivational environment will help both Life and P/C producers. You should have a motivational atmosphere for your CSRs, as well. You should maintain a high recognition level in which all agency members can participate.

According to an old axiom, keeping an existing customer is much more profitable than spending money going after new prospects. While that's generally valid in any business, it seems especially true in P/C agencies, particularly when management recognizes dozens of related financial services that can flow through a P/C book of business.

NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...

NOW IS ALWAYS THE BEST TIME TO SELL YOUR AGENCY, RIGHT? by Chris Burand According to a number of recent articles, small business owners should sell their businesses today to avoid large i...

ONE SOURCE WAREHOUSE STOCKS ONLY DRUG-FREE EMPLOYEES WORKING PARTNERS One Source Warehouse is a wholesale auto parts company in Houston, Texas, owned and operated by the Albee family. The Albees...

O'NEAL, DELHOMME, TOMS, AND DELAHOUSSAYE A GOOD FIT ! by Mike Manes This is the second in a series of articles by Mike Manes on managing organizations and leading people. The fir...

OSHA RECORDKEEPING REQUIREMENTS by Bill Grieb The Occupational Safety and Health Administration (OSHA) was behind a 1970 law that requires certain employers to prepare and maintain records o...

INFORMATION DATE 19890626 DESCRIPTION USDOL Program Highlights - OSHA's Expanded Hazard Communications Standard SUBJECT OSHA's Expanded hazard communication standard U. S. Department of Labor Pr...

OWNERSHIP ISSUES AND COMPENSATION by Carol Hammes During the past several months we have been addressing methods for compensating agency staff, managers, and salespeople. How should...

OWNERSHIP OF A PRODUCER'S BOOK: A BETTER WAY by Larry Morrison and Gary Jacobson Some agencies choose to offer key producers an 'ownership' interest in the producer's b...