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 A CSR CAN ASK CLIENTS ABOUT LIFE INSURANCE A group of Los Angeles gang members recently were taken rafting on the Colorado river. Street-smart toughs suddenly became timid boys fearful of...

REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...

SHOULD CSRs SELL? by Joanna Brandi Although most customer service reps don't like to sell, they love to help and to be useful. If you ask them if they would feel good if...

THE CHALLENGE OF CHANGE by Mike Manes A body at rest tends to remain at rest. Is it just human nature to resist change? Mike Manes examines this issue as it applies to independent agenc...