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CONSIDER A TWO-TIERED PRODUCER COMPENSATION SYSTEM by Chris Burand Is your producer compensation method outdated? Is it possible that theres a bettter way? This document by Chris ...
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CONTINGENCY COMMISSIONS: A WIN-WIN PROPOSAL by Al Diamond This solution to the contingencies controversy benefits everybody in sight. In October 2004, New York Attorney-General E...
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COVENANTS NOT TO COMPETE by E.J. Leverett Jr., Ph.D., CPCU, CLU, Peter Shedd, J.D., and James Trieschmann, Ph.D., CPCU, CLU Abstract: When an agency is sold, frequently an agreem...
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CREDIT SCORES: CATCH 22 by Fred Dent Its important to build and maintain good credit reports. In addition, its now essential to monitor credit reports faithfully ...
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CRM OR MARKETING? by Patricia Czech Customer relationship management is a broad term that includes everything from call center routers to complex analytics, and budget allocations and d...
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CRM: THE 80/20 RULE by Patricia Czech Have you heard about the 80/20 rule of customer relationship management (CRM)? Many vendors and consultants are using this rule as a popular sales p...
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CROSS-SELLING: ARE YOU MAXIMIZING YOUR INCOME POTENTIAL? by Harlan Warthen Too many agencies are missing out on this key marketing opportunity. The income potential from cross-...
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CROSS-SELLING: WHAT WENT WRONG? by Jack Burke Why don't agencies invest more energy in cross marketing additional policies to existing customers? ...
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CSRs WHO SELL: SHOULD THEY BE TREATED LIKE PRODUCERS? by Virginia Bates Put your money where your mouth is. Whether principals and managers assume that employees unders...
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DEVELOP A LEGAL FEE MANAGEMENT STRATEGY BEFORE YOU NEED IT by John Beringer In a significant majority of lawsuits, legal fees outweigh t...