Most insurance agencies would like to be driven by a regular flow of new business from their producer force. However, most agencies find that their producers (owners or not) spend most of their time caring for existing customers, with production relegated to a secondary position. They only have time to prospect and sell when they can break away from service tasks.

However, the producers feel that they should be making more money, whether for non-sales tasks they perform for the agency, for servicing existing customers, or from sales to new customers. Unfortunately, if an agency isn’t growing through the efforts of its producers, it has little additional income available to further compensate these key employees.

PRODUCERS AS PROFIT CENTERS by Diane Herbert and Pamela Millard Sales is the lifeblood of your agency, and your sales force is one of the biggest investments in your agency you...

PRODUCERS NON-SOLICITATION AGREEMENT THIS AGREEMENT is entered into between [XXX INSURANCE AGENCY, INC.] as 'Agency' and ________________________ as 'Producer'. ...

PRODUCT OR SERVICE? by Jack Burke Product or service? That is the conundrum, the rub, the question! And the answer to that question could contain the secret ...

PRODUCTIVITY UP, PROFITS DOWN by Carol Hammes It's common wisdom that profitability should track directly with productivity. Often this is true: If the employees are more productiv...

Imagine a forest ranger complaining of a forest having too many trees. Absurd, isn't it? And yet how often in your own job have you thought about how great work would be if you only didn't have to deal with customers? This business - and our jobs - depend on customers. They are not an annoyance; they are our employers!

PROFILE CHECKSHEET OFAGENCY HEADING TOWARD BANKRUPTCY by Chris Burand How healthy is your agency? This checksheet and financial analysis criteria can give you the answer. Use thes...

PROFIT CENTER APPROACH TO SALES by Carol Hammes Use this proven method to analyze the profitability of every sale. Insurance companies, hungry for more business, have been cutting s...

PROMOTE EXPERTISE & SERVICE Dear (Customer Name): Have you ever worried that you might not have insurance to protect everything you think needs protecting? Let (Your Agency Name) do the worrying fo...

PROSPECTING IDEA FOR SOLID GOLD CLIENTS by Mary Beth Bolen For many traditional CSRs, prospecting is one of the most dreaded tasks -- but it is one of the most important to the agency's...