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PLANNING: A SURVIVAL TOOL As agency manager, every task you undertake on a daily basis should be one step nearer the completion of an overall agency plan. '...
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PRODUCER COMPENSATION: REALITY CHECK by Chris Burand Before setting your producer compensation plan, read this article. Past articles in industry publications abou...
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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...
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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.
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PUTTING THE RIGHT PEOPLE IN THE RIGHT PLACE: EXECUTE! by Chris Burand The cover of a recent issue of Fortune boasted a picture of a small army of spiffily dressed, famous CEOs under the tit...
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WHY PROCEDURES? by Grace Bauer I often hear, 'Why does our agency need procedures? We've been in business this long without them.' If you can answer 'yes' to any of the followin...