BUDGETING FOR NEW PRODUCERS by Chris Burand Few agencies consider the cost of new producers. Chris Burand explains why agencies wishing to grow or perpetuate need to focus on th...

CSR JOB TITLES by the IIABA Virtual Faculty For eons (it seems), the persons who directly serviced clients in the agency have been referred to as Customer Service Representatives (...

CSR SELF-ANALYSIS AND CAREER GROWTH by Mary Beth Bolen How CSRs can help themselves and their agencies grow. In the past, most people spent their entire work lives in one or...

CUSTOMER SERVICE TESTS by Bill Wilson Customer service is critical to agency profitability and growth. Outstanding customer service leads to customer satisfaction. Customer satisfaction lead...

DEFENSIVE AGENCY MANAGEMENT by Carol Hammes Even in the best of times, managing an insurance agency isn't easy. The past decade has brought about rapid changes in technology, created more sales...

EDUCATION/TRAINING INTRODUCTION A professional work force should be the goal of any organization, especially the insurance agency, which is engaged in a highly competitive business....

ENCOURAGING STAFF INPUT TO SPUR PROFITS by John Jaques How many opportunities for increasing business do you overlook everyday? This document by John Jaques provides a great way for you...

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.

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...

HELP! WE'VE LOST OUR HARD DRIVE! by Jeane Massey May 11th was a typical busy Monday in our office. Our 20 staff members were using our system constantly throughout the morning; at noon we did our ...