Most insurance agencies would like to be driven by a regular flow of new business from their producer force. However, most agencies find that their producers (owners or not) spend most of their time caring for existing customers, with production relegated to a secondary position. They only have time to prospect and sell when they can break away from service tasks.

However, the producers feel that they should be making more money, whether for non-sales tasks they perform for the agency, for servicing existing customers, or from sales to new customers. Unfortunately, if an agency isn’t growing through the efforts of its producers, it has little additional income available to further compensate these key employees.

R.I.P: RETIRE IN PLACE by Al Diamond Dont let a Retire in Place owner or employee sabotage agency perpetuation. Much of our work at Agency Consulting Group, I...

SECRETS OF THE SUCCESSFUL: FOCUS AND COMMITMENT by Al Diamond The IIABA publishes an excellent Best Practices study that prov...

THE ABCs OF NON-COMPETITION AGREEMENTS by Al Diamond Non-Compete Agreements have long been a source of dispute (and a lucrative source of income for many attorneys) when a departing em...

THE ILLUSION OF SERVICE by Al Diamond I recently tried a little experiment. Two agencies that I encountered expressed a great deal of pride in the degree of service provided by their staf...

THE IMPORTANCE OF CONTRACTS by Al Diamond I have just completed expert witness testimony in a trial of a specialty insurance agency against two former employees and a large firm accused o...

THE TEN COMMANDMENTS OF CUSTOMER SERVICE by Al Diamond I. Do things right-every time.Of course everyone tries to process items correctly. Why do we need to be so absolute in this command...

TWO WAYS TO MEASURE YOUR AGENCYS PRODUCTIVITY by Al Diamond To get an accurate assessment of your agencys progress, evaluate productivity measurements at least once a ...

VALUING INSURANCE AGENCIES by Al Diamond One Time, One and One-Half Times, Two Times. Multiple of Commissions, Multiple of Revenues, Multiple of Earnings. In this document, Al Diamond t...