FOR THE FUTURE-PRODUCER RECRUITING Producer recruitment should be a continuous process that provides the lifeblood for your agency. In th...

GEORGE, THE ETERNAL OPTIMIST by Chris Burand This object lesson shows how NOT to grow your agency. A few years ago, an agency principal let...

Ever since independent agencies were invented, their owners have wondered how to find, motivate, and keep good producers. But according to one consultant, most principals still aren't getting a good deal.

'Across the United States, more employee producers are overpaid yet underproduce,' says Jeffrey Wodicka. Wodicka is president of a consulting firm called Directions Agency Management Resources Limited of Rockville, New York, as well as principal of The Greystone Agency, also of Rockville.

GOODWILL VALUE IN AN INSURANCE AGENCY by Al Diamond If you think 'Goodwill Value' has something to do with the amount you contribute to the March of Dimes every year, you better t...

GROWTH-LOADED PRODUCER COMPENSATION by Al Diamond Use this plan to give your producers an incentive to target growth, while protecting the agency from financial losses. Ev...

HIRING THE RIGHT PRODUCER ...

HIRING, COMPENSATING, AND TRAINING TELEMARKETERS Hiring Telemarketers What do you look for when setting out to hire a telemarketer? Your first thought might be to go out and hire an experi...

How Healthy Are Your Agency's Finances? by Tom Doran To keep your agency finances sound, balance revenue generated (production) with benefits paid. In 1950, there were 16.5 workers pa...

HOW IS YOUR COMPENSATION PLAN LINKED TO PERFORMANCE? by Sharon Cunningham Now well into the new year, agencies throughout the country are taking a close look at their year...

HOW MUCH SHOULD YOU PAY YOUR PRODUCERS?: PART I by the IIABA Virtual Faculty Whats the average renewal commission that an owner should give his producers? Is there a difference betw...