ARE YOU RUNNING IN PLACE OR RUNNING THE RACE? by Al Diamond In this document, Al Diamond identifies the four phases of agent activity that define the effectiveness of...

COMMERCIAL LINES MARKETING PROGRAM by Al Diamond This documentcovers issues as diverse as agency budgeting, how to post an effective classified advertisement, and marketing carr...

One of the most common questions we hear during consultation involves compensation for owner/producers, existing producers, and new producers. The principal question is how much and how to pay for production that compensates salespeople fairly and gives them incentives for continued growth.

The answer is complex because the same compensation models don't fit all producers.

CONTINGENCY COMMISSIONS: A WIN-WIN PROPOSAL by Al Diamond This solution to the contingencies controversy benefits everybody in sight. In October 2004, New York Attorney-General E...

IF YOU WANT THE SWEETEST MUSIC, YOU NEED TO PAY THE PIPER by Al Diamond 'You get what you pay for.' Can we assume that this is always the case? Al Diamond looks into whether compensati...

MAKING CUSTOMER SURVEYS WORK by Al Diamond Customer Satisfaction Surveys have not yet become popular in the insurance agency business. Too many agency owners fear, rather than look forward to, ...

MANAGEMENT INFORMATION SYSTEMS by E. Al Diamond How do you know if your agency is doing well? Some agents subscribe to the 'checkbook philosophy.' Their answer is, 'If I can pay a...

PRODUCER EQUITY POSITIONS by Al Diamond Never offer equity in a producer's created book of business. Well, 'never' may be too absolute. Let me put it this way. Never offer equity only ...

PRODUCER EQUITY: GOOD IDEA OR BAD? by Al Diamond Never offer equity only in a producers book of business if the goal is to reward a producer for success or to cement the re...

PRODUCER MANAGEMENT: BY THE NUMBERS by Al Diamond A proven method for giving your producers every opportunity to sell. Producers fail because of either a lack of sales ski...