MARKETING: NICHES TO RICHES by Michael Jans The advantages of niche marketing are obvious to most agents. It's far easier to create compelling messages to a niche market than it is to c...

Motivation is tied closely to compensation, but the two are very different. Compensation is simply one form of motivation. There are many forms, all of which should accomplish one thing: encourage producers to sell and make them feel good about what they're doing and where they're doing it. A good motivational environment will help both Life and P/C producers. You should have a motivational atmosphere for your CSRs, as well. You should maintain a high recognition level in which all agency members can participate.

USING PUBLICITY TO ENHANCE YOUR AGENCY'S IMAGE by LuNell Gilliland As money gets tight, many agencies instinctively react by cutting back advertising. To save money, they decrease the si...