OWNERSHIP ISSUES AND COMPENSATION by Carol Hammes During the past several months we have been addressing methods for compensating agency staff, managers, and salespeople. How should...

PAYING FOR PERFORMANCE by Carol Hammes Half the agencies responding to our recent Agency Compensation Survey reported paying CSRs additional compensation to reward them for their ...

THIS NICHE IS A GOLD MINE! by Bill Cates Heres a niche that just about any financial professional can target - with great results. Salespeople! What makes salespeople a good...