A BOY NAMED SUE: A GUIDE TO PRODUCER TRAINING by Chris Burand A successful producer training program creates a powerful competitive advantage. Many readers are probably familia...

Whether you’re running a mega-agency or a boutique, following these proven management guidelines makes sense.
Learn what motivates each of your employees
Use this information to help manage their performance. Although status, power, or additional authority might motivate some people, others might be more excited by the opportunity for tapping into their flair for creative, job-related activities or more face-to-face contact with customers. Rewarding good employees with assignment that speak to their unique motivations, interest and long-range career goals can help you retain them.

Deadlock is to dealmakers what cliffhangers are to TV couch potatoes — frustrating yet compelling, as the impasse challenges each side’s negotiating maturity, skill, and acumen. This document by Patricia Berry offers 10 key methods for jump-starting a stalled exchange.

A CORPORATE FOCUS ON RISK MANAGEMENT OR 'YOU DON'T KNOW WHERE YOU'RE GOING UNTIL YOU KNOW WHERE YOU'RE AT' by Alan Bland, AIIC OSHA, WHMIS, CERCLA, ERISA? What do they all mean? If you a...

A FINAL REASON TO lsquo;GUIDE FOR COMMERCIAL LINES REFERRALS by Gil Simonds In the previous article, I promised to provide one last reason to guide for referrals...

AGENT'S CHECKLIST: PROTECTING YOUR ACCOUNTS AGAINST PIRACY by David Daar Before your accounts get raided, you should consider doing some advance planning. There should be a strategy in place...

ALL-RISK DO YOU TAKE RISKS WITH YOUR BUSINESS? Dear (Customer Name): Most business owners have to take a few small risks if they're going to be successful. However, if you don't have All-Risk ins...

APARTMENT OWNERS - 'WE'RE THE LOCAL SPECIALISTS' Dear (Customer Name): YOU'VE GOT MORE TO WORRY ABOUT . . . than the average property owner - if you're not insured with (Your Agency ...

Producer: Hello, (PROSPECT NAME), this is (PRODUCER NAME) from (ABC AGENCY). I enjoyed meeting with you in (MONTH), and I was...

ARE YOU A PRODUCER OR A CSR? by Grace Bauer There are plenty of producers out there who are really CSRs. Are you one of ...