LEGAL OUTLINE FOR CALIFORNIA INSURANCE AGENCIES INTRODUCTION This outline is written for the owners of small or medium sized California property and casualty independent insurance a...

LIFE GUIDE FOR P/C AGENCIES: MODULE I LIFE OPERATION OPTIONS INTRODUCTION When you decide to establish a Life operation in your P/C agency, you have different fi...

Once you've decided to sell Life insurance in your agency, using one option or another, you'll need to recruit and/or train the staff necessary to make your operation profitable. And, you'll need to know how to assign responsibilities within the department and how to compensate your people for carrying out those responsibilities. You'll want to know how to properly motivate and supervise those people so that your operation continues to be profitable. That's what this 'Life Personnel' module is all about.

MAKE SURE INCENTIVES ARE JUST THAT Incentives are designed to motivate salespeople to increase andimprove production; however, you should exercise caution when implementing an incen...

MANAGE DIRECT MARKETING by Ed Drake Most agencies that use direct marketing successfully to generate sales have something in common - an effective system to handl...

Salespeople, like athletes, need planning, practice, and coaching to compete — and win!

Jack Fries looks into the differences between agencies that sell and retain a lot of business and those that don't. This applies to not only the sales people, but to the CSRs, who have the responsibility of account development.

MANAGING PRODUCER EXPENSES by John Jaques To gain control of non-compensation producer expenses-primarily expenses for automobile and client promotion-think about slightly increasi...

MARKETING PLAN: MODULE II INTRODUCTION You have five basic options regarding the structure of your Life operation. Each offers distinct advantages and drawbacks-d...

MENTORING FOR AGENCY GROWTH by Mona Carpenter According to Webster's, a mentor is 'a loyal advisor entrusted with the care and education of a student ... a wise and trusted counselor.' I...