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.

PROTECTING YOUR AGENCY'S MOST VALUABLE ASSET by Diane Herbert and Pamela Millard As an insurance agency, your focus is on developing new business and retaining customers. You need to do bo...

PUBLIC RELATIONS: AN INVESTIGATION by Jack Burke Unfortunately, too many insurance agencies define public relations as 'sending out a story on employee promotions with photograph attached....

REACH OUT AND SELL SOMEONE by Gregory Jordahl Think of your telephone book as a roster of almost every potential prospect in town. Flip to the white pages and pick a name. You may h...

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...

RESPONSIBILITIES AND REWARDS OF AGENCY OWNERSHIP by Carol Hammes Not everyone is cut out to be an agency owner. Some of the best producers and service reps either do not want to tak...

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

SELL YOURSELF AND YOUR AGENCY Karen Flaherty, president, Professional Training Systems, Inc., conducted a telephone survey of 50 independent insurance agencies to evaluate how well agencies responded...

SELLING: GOT QUESTIONS? by Bill Hoos When you meet potential buyers, do you ask or do you tell? If youre like most salespeople, you probably do the latter. In fact, you probably te...