$200,000 GROSS COMMISSION PER PRODUCER: DREAM OR REALITY? by Chris Burand Whats your agencys break-even point for producers? Does $200,000 sound high? Read this document b...

I recently listened to an interview with Vic Conant of Nightingale-Conant talking about the shift in their program sales. During the 80s and 90s, such corporate names Tom Peters and Warren Bennis dominated program sales. However, since the early 2000s, there’s been a significant shift to programs for those want to become in charge of their own destiny. This “Brand You” trend has been going on for more than a decade, posing a significant exposure to today’s companies. As the workforce ages and changes, we’re going to have less available talent than ever. Given future economic uncertainty, more and more of the available talent will opt out to work for themselves.

10 TIPS TO GARNER QUALITY REFERRALS by Bill Cates In this document, Bill Cates offers 10 tips you can act on quickly that will start to increase your flow of quality...

ACCOUNTING AUDITS AND REVIEWS: WORTH THE EXPENSE by Chris Burand Agencies can avoid a lot of grief by obtaining annual accountants reviews or audits. An audit can catch inno...

Selling in every industry and every size of business is changing so radically...

AGENTS CAN NEGOTIATE CONTRACTS by Chris Burand When it comes to re-negotiating company contracts, if you dont ask you dont get! Suppose you own an agen...

ARE YOUR PRODUCERS SUBSIDIZED? by Chris Burand If you dont think youre subsidizing your producers, you might need to think again. The average agency spends b...

AVOID THESE COMMON ACCOUNTING MISTAKES by Chris Burand Some agents make a conscious decision to pay more in taxes in order to bu...

One of the most common questions we hear during consultation involves compensation for owner/producers, existing producers, and new producers. The principal question is how much and how to pay for production that compensates salespeople fairly and gives them incentives for continued growth.

The answer is complex because the same compensation models don't fit all producers.

CUSTOMER SERVICE: THE WOW! FACTOR by Shep Hyken The Wow! factor boils down to one thing: Exceeding the expectations of the customer. It goes beyond great customer service. In ...