BREAKING THE SUCCESS BARRIER by Kenneth Davis An invisible barrier is holding you back. It's the reason why many of us aren't achieving the goals we set for ourselves. It has been constructed bric...

COMMUNICATING INSURANCE JARGON Good communication skills are necessary to satisfy clients' needs-and that is the most important part of a CSR's job. A common barrier to good communication, an...

It used to be the $1 million ceiling. That was the level of revenue at which an individual performing agent with a few helpers had to become a business with different people handling different clients and responsibilities. Everyone still worked for the agent, but the agent no longer made every decision.

However, running an agency as a business doesn't automatically result in growth and a high quality of professional service. By the time the agency reaches $2 million, it runs into another "invisible ceiling."

MAKE SURE INCENTIVES ARE JUST THAT Incentives are designed to motivate salespeople to increase andimprove production; however, you should exercise caution when implementing an incen...

SELECTING THE RIGHT LIFE PRODUCER Dear Dave, As president and sole stock- holder of a $3 million P/C agency, I have decided to set up a Life/Benefits department, probably as a sep...