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When communicating your message, don't let familiarity breed indifference...
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COMMUNITY BANK INSURANCE SALES: THE OUTLOOK by James Campbell Are community banks being left behind as the bank insurance business lurches forward? While nine of every 10 U.S. banks with gr...
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COMMUNITY INVOLVEMENT CHECKLIST: Organize a neighborhood cleanup project; Support or start a community job training center; Offer free assistance to needy area r...
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COMMUNITY INVOLVEMENT: BOARD LESSONS by Jack Burke Are you getting involved in your community? Community involvement is essential for any successful business. Whether you champion ...
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COMPANY CONTRACTS: DOUBLE YOUR BONUSES by Chris Burand If one company is willing to pay twice the bonus for the same results, the same book, the same ease of doing busin...
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Do you regularly negotiate such contractual issues as commission rates, growth goals, etc. with your companies?
Congratulations to the 57% who responded, “Yes!” Based on those positive responses, it appears that agencies of all sizes are negotiating. Negotiations aren't limited to larger agencies. If these agents weren't succeeding in their negotiations, even in a hard market, they'd be giving up. Although 57% is a good percentage, I'd love to see this number keep growing. If you aren't negotiating contractual issues with your companies, isn't it time to begin?
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COMPASSION ON A COMPUTER by Jack Burke I frequently speak on the need to humanize our technology. Efficient processing cannot replace true customer care. All too often, we get caught up i...
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Very few employees will leave your agency simply for more money. They will usually have other valid (to them) reasons that, when also combined with a higher salary, push them to seek employment elsewhere. If a review of the compensation survey results (from another Middleton letter) confirmed that your agency is paying people within a reasonable range of 'average,' the level of compensation should not be of major concern. What you do have to worry about is how you are paying those dollars and how your management philosophy and style complement the overall compensation administration plan.
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CONNECTIONS: 'DO UNTO OTHERS ...' by Jack Burke Happy employees make for happy customers. You've heard that before, along with 'Your employees will treat your customers the same way the...
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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 ...