CHARACTERISTICS OF STRONG AGENCY/CARRIER RELATIONSHIPS by John Jaques The compilation of agency/carrier relationship characteristics presented in this article is based on observatio...

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.

EMPLOYEE COMPENSATION At first glance, there seems to be no great secret to employee compensation. We all work to be paid. Pay your people well, and they'll work hard for the agency and stay with yo...

EMPLOYEE COMPENSATION At first glance, there seems to be no great secret to employee compensation. We all work to be paid. Pay your people well, and they'll work hard for the agency and...

HOW TO EVALUATE AND PAY CSRs By Bill Schoeffler and Catherine Oak The value of a great customer service representative (CSR) can't be underestimated-just ask any agency owner ...

Many producers, whether they're involved in agency management or not, depend on CSRs to help maintain their current book and deal with...

QUESTIONS FOR INTERVIEWING AGENCY ACCOUNTING OR CFO CANDIDATES 1. How do you recommend we book direct-bill commissions-on an as-received basis or by accrual? This question has three parts: ...

TECHNOLOGY AND THE AGENCY: A PRIMER by Ken Buehler Recently I met with an agency that had a state-of-the-art computer system. The system did everything, and then some! ACORD certificates, bind...

Most P/C agencies that start a brand-new Life department are going to start by selling Personal Life policies-and well they should. Concepts in Personal Life insurance are for the most part easier to grasp.