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...

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.

DIRECTING AGENCY SALES EFFORTS by Carol Hammes Follow this four-step process and watch your sales and earnings grow. Sales management doesnt have to be complicated. I...

FINANCIAL-STATEMENT ANALYSIS by John Jaques This article provides an overview for evaluating the financial strengths and weaknesses of an independent insurance agency. The material provid...

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 Producer compensation plans among independent agencies vary tremendously. Pick up several compensation surveys and you'll observe variations that seem to confuse m...

PRODUCER COMPENSATION: A PRIMER by Al Diamond One of the most common questions that we get each week is 'How much should we pay producers?' The range that weve encountere...

PROFILE CHECKSHEET OFAGENCY HEADING TOWARD BANKRUPTCY by Chris Burand How healthy is your agency? This checksheet and financial analysis criteria can give you the answer. Use thes...