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GROWTH VS. PROFITABLE GROWTH by Chris Burand Revenue growth for its own sake doesnt make sense. In an industry that prizes sales, its no wonder that so many sales p...
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HAPPY EMPLOYEES INCREASE EFFICIENCY by Grace Bauer Some employees are actually happy in their jobs these days, and for good reason. The wave is starting to swell as more and m...
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The Pipeline Volume 13, Issue 4 HIGH ENERGY AGENCY PERFORMANCE by Al Diamond The difference in agency attitudes, energy levels and motivation never ceases to amaze u...
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HOW DO YOU HANDLE CLIENT COMPLAINTS? by Bill Cates In this extended hard market, the chances of having a client complain to you have increased. Although I assume that you work hard to ...
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How Healthy Are Your Agency's Finances? by Tom Doran To keep your agency finances sound, balance revenue generated (production) with benefits paid. In 1950, there were 16.5 workers pa...
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HOW IS YOUR COMPENSATION PLAN LINKED TO PERFORMANCE? by Sharon Cunningham Now well into the new year, agencies throughout the country are taking a close look at their year...
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Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.
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HOW TO BUILD YOUR PERSONAL LINES BOOK, PART II by Peter Van Aartrijk Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent a...
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HOW TO DEAL WITH A WHOLESALER by Ed Bordenave, CPCU, ARM In today's world of complex and ever-changing exposures, one of your most important allies is an Excess ...
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According to Dr. Rollin Glaser, a specific formula can be followed to improve employee performance. It affects five basic areas:
Goal setting
Delegating
Training and development
Coaching and counseling
Performance appraisal interviewing
Having litigated performance issues for the past 15 years, I can tell you that Glaser is right on the money. Let me touch on what he has to say about each of these subjects.