Human Resources

MOTIVATION: GETTING OFF THE TREADMILL by Al Diamond Three agencies we visited had problems so similar that we decided to see just how many agents have the same experience, and the sa...

NASCAR: SUCCESS CREATES CHALLENGES by Chris Burand Chris Burand compares agency management challenges with NASCARs: Learning to manage people and their emotions, while still succeeding...

Dear (Customer Name), Thanks for your check in payment for your insurance.

The Internal Revenue Service (IRS) has marched on, and now there's more to say about classifying employees. Federal law (that is, IRS regulation...

NEW IRS EMPLOYEE CLASSIFICATIONS by Marvin Sahl, CLU The Internal Revenue Service (IRS) has marched on, and now there's more to say about classifying employees. Federal law (that is, IRS regu...

NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...

NOW THAT I'VE GOT THEM, HOW DO I KEEP THEM? by Don Phin Employee retention is an issue that affects every company. A host of factors have played a role in retention in recent years: hist...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

OFFENSE OR DEFENSE? CONVERTING MANAGEMENT PROBLEMS TO OPPORTUNITIES by Virginia Bates The great teams in any sport succeed with a great offense that gets them points. While they ne...

OFFICE SAFETY AND SECURITY: WHAT WORKERS NEED TO KNOW AND DO Although most people think of business places as safe and serene, in fact theyre rife with risks, both inside and outside the...