MANAGING PRODUCER EXPENSES by John Jaques To gain control of non-compensation producer expenses-primarily expenses for automobile and client promotion-think about slightly increasi...

MANAGING SAFETY FOR AN AGING WORKFORCE Nearly one of four people aged 64 to 75 remain in the workforce and the number will skyrocket as the Baby Boomers reach retirement age, but want t...

MARKETING PLAN: MODULE II INTRODUCTION You have five basic options regarding the structure of your Life operation. Each offers distinct advantages and drawbacks-d...

MARKETING YOUR WEB SITE by Bill Wilson Now that you have your Web site up and running, how do you get new and existing customers to visit? Aside from the fact that it has to offer them s...

MARKETING: NICHES TO RICHES by Michael Jans The advantages of niche marketing are obvious to most agents. It's far easier to create compelling messages to a niche market than it is to c...

MONITORING THE PLAN The monitoring process is almost as important as the actual plan. The agency's progress toward the plan's goals should be closely and carefully monitored. To make monitoring eas...

MONITORING THE PLAN The monitoring process is almost as important as the actual plan. The agency's progress toward the plan's goals should be closely and carefully monitored. T...

Eventually, almost every employer after employer needs to deal hiring low wage earners who are seldom motivated toward high performance.

Motivation is tied closely to compensation, but the two are very different. Compensation is simply one form of motivation. There are many forms, all of which should accomplish one thing: encourage producers to sell and make them feel good about what they're doing and where they're doing it. A good motivational environment will help both Life and P/C producers. You should have a motivational atmosphere for your CSRs, as well. You should maintain a high recognition level in which all agency members can participate.

MOVING A BOOK OF BUSINESS by Paige Proctor As insurance companies restructure, reposition, and reevaluate their effectiveness in the marketplace, change is inevit...