COPING WITH DISAPPEARING COMMISSION DOLLARS by Carol Hammes The services of independent agencies have become increasingly valuable as the number and complexity of risk transfer options i...

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...

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 ...

PROFIT CENTER APPROACH TO SALES by Carol Hammes Use this proven method to analyze the profitability of every sale. Insurance companies, hungry for more business, have been cutting s...

TOTAL SERVICE Dear (Customer Name), Every agent and broker in the insurance industry promises 'good service.' Who wouldn't? We are a service industry, and no one would retain an...