Ever since independent agencies were invented, their owners have wondered how to find, motivate, and keep good producers. But according to one consultant, most principals still aren't getting a good deal.

'Across the United States, more employee producers are overpaid yet underproduce,' says Jeffrey Wodicka. Wodicka is president of a consulting firm called Directions Agency Management Resources Limited of Rockville, New York, as well as principal of The Greystone Agency, also of Rockville.

GIVE A lsquo;THANK YOU' GIFT by Bill Cates Giving a Thank You gift is a simple strategy that will have people saying good things about you and generating ong...

GLASS CEILINGS IN THE INSURANCE AGENCY BUSINESS by Al Diamond Learn what to expect, and how to grow, as you approach milestones in premium volume. Much of management consultant work i...

Although golfing and selling have a lot in common, for most producers they're like night and day...

GOOD NEWS/BAD NEWS by Mike Manes Before the days of political correctness, there were great 'good news and bad news' jokes. 'Did you hear the one about the doctor who told t...

GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU Nothing is more discouraging to an experienced, professional large account underwrite...

GOODWILL VALUE IN AN INSURANCE AGENCY by Al Diamond If you think 'Goodwill Value' has something to do with the amount you contribute to the March of Dimes every year, you better t...

GROWTH-LOADED PRODUCER COMPENSATION by Al Diamond Use this plan to give your producers an incentive to target growth, while protecting the agency from financial losses. Ev...

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...

These are tough times to buy insurance. And what's worse, the insurance you can buy probably costs more...