COMMISSIONS VS. CONTINGENCIES by Chris Burand Do independent agents serve the insurance company or the consumer? One of the most perplexing aspects of the con...

COMPANY CONTRACTS: DOUBLE YOUR BONUSES by Chris Burand If one company is willing to pay twice the bonus for the same results, the same book, the same ease of doing busin...

COMPENSATION: MODULE III-B INTRODUCTION Producers and CSRs must be compensated for Life production, but how? It seems there are as many ways to structure a compen...

Here's a quick investment quiz: Which of the following investments will provide the best financial return over the next five years?
A.Microsoft stock
B.Coca-Cola stock
C.Citigroup stock
D.A newly hired Property & Casualty producer

The answer is D. No kidding.

Change — it’s inevitable. A recent article stated that “change is not progress; change is the price we pay for progress.” As consumers, we all want more, better, less costly stuff than we have today. As providers of products and services, we feel that we’re already doing more with less and shouldn’t be expected to sacrifice again. Maxine, the cartoon character, summed it up best when she said, “change is good, as long as I can do what I’ve always done.”

CONTINGENCIES: WHAT'S ALL THE HULLABALOO? by Rob Ekern The contingencies controversy can give agents a competitive advantage. If I had a thousand dollars for every pound of pape...

CONTINGENCY COMMISSIONS: A WIN-WIN PROPOSAL by Al Diamond This solution to the contingencies controversy benefits everybody in sight. In October 2004, New York Attorney-General E...

CREATING A LEGENDARY AGENCY by Al Diamond A 'legendary' agency is one that loses customers only when the customer dies, moves, or sells the business. It has a regular, measurable flow o...

In decades past, specialty insurance programs were often fraught with folly. Today, underwriters know that a combination of inexperienced underwriting with an ineffective national sales organization can kill almost any program. How do you create or participate in one with a significant life span? Thomas Gillingham’s document should answer all of your questions.

DEFERRED COMPENSATION EXAMPLE by Larry Morrison and Gary Jacobson This is an example of the key financial features in a deferred compensation plan for top producers at a s...