COMMISSION-REDUCTION STRATEGIES by Ken Buehler Commission reductions have been in practice for a number of years and, given the current expense reduction needs of carriers, there are no r...

I have always been a believer that the best salespeople we have working for us are our clerical staff. The biggest problem seems to be our lack of proper motivational tools to excite them into selling. I have attempted to change their method of thinking, and although our program is in its infancy, it appears to be a step in the right direction.

GROWTH-LOADED PRODUCER COMPENSATION by Al Diamond Use this plan to give your producers an incentive to target growth, while protecting the agency from financial losses. Ev...

HOW MUCH SHOULD YOU PAY YOUR PRODUCERS?: PART II by the IIABA Virtual Faculty Whats the average renewal commission that an owner should give his producers? Is there a differenc...

PRODUCER COMPENSATION: YOU GET WHAT YOU PAY FOR by Pamela Millard In spite of the continuing soft market (the permanent soft market?) and the troubling economy, there are opportunities fo...

PUT SALES LAST TO SUCCEED by Michael Jans Agents dream about having their 'phones ring off the hook,' having swarms of sizzling hot prospects knock on their door insisting on ...