I don't actually want to fail. However, the fact is that we learn near to nothing when everything is going...

IF YOU WANT THE SWEETEST MUSIC, YOU NEED TO PAY THE PIPER by Al Diamond 'You get what you pay for.' Can we assume that this is always the case? Al Diamond looks into whether compensati...

'I'M GOING GOLFING - PLEASE TAKE CARE OF THIS.' by Curtis Pearsall 'I'm going golfing - please take care of this.' 'Take care of what?' I was going to respond. It was too late; he was a...

IMAGING: A POWERFUL TOOL TO INCREASE PRODUCTIVITY by Sharon Cunningham Use these guidelines to implement a comprehensive imaging system. Many agencies are testing ...

In addition to working in the business, more and more agency principals and managers are working on the business by focusing on technology and workflow improvements. The latest Future One agency survey confirms this trend ― 72% of the agents surveyed responded that core management issues for them are to make their internal operations more efficient and to use technology to conduct business with carriers more efficiently. Jeff Yates shows you how to improve agency workflows with technology.

IMPROVED CORRESPONDENCE IMPROVES YOUR IMAGE There's nothing worse than receiving a business letter that contains errors, poor grammar, trite expressions, and the like. Even one typo is enough ...

Dear Dave:

Our agency has hired a full-time Life producer to handle Personal Lines only. We believe we have enough accounts to justify that move. She tested well for personality and potential, but she is fairly new in the Life business. She is closing about one out of four presentations, which sounds fine for a relative beginner, since the closing average for all agents is about one out of three. But since she deals with many Mortgage policies and writes reducing Term policies at fairly low premiums, the bottom-line dollars are low. We need to create more cash flow. What can you suggest?

INCENTIVE COMPENSATION PROGRAMS by Al Diamond Al Diamonds Incentive Compensation Programs (ICP) are blossoming and creating more productive employees who understand that growth and pro...

INDIVIDUAL PLANNING AND GOAL-SETTING MAKE CREDIBILITY, PERSONALITY ASSESSMENT PAY by Allen Karlin, Ph.D. Planning to succeed is a continuous process. It's not something done once for the n...

INFLUENTIAL PERSONALITIES: HOW YOU INFLUENCE THOSE AROUND YOU by Steve Anderson The amount of influence you have refers to how well you are able to convince others to accept your point of...