Whether you’re running a mega-agency or a boutique, following these proven management guidelines makes sense.
Learn what motivates each of your employees
Use this information to help manage their performance. Although status, power, or additional authority might motivate some people, others might be more excited by the opportunity for tapping into their flair for creative, job-related activities or more face-to-face contact with customers. Rewarding good employees with assignment that speak to their unique motivations, interest and long-range career goals can help you retain them.

BACKLOG! ARE YOU KEEPING UP? by Grace Bauer Does your office have a serious backlog problem? If you answered 'no' to this question, think again! Most of the offices I talk to every...

Linking up Q: How do you eat an elephant? A: One bite at a time. A comprehensive PR campaign can begin with just one activity. In seminars, workshops...

Many readers have been asking me for scripts that cover the first phone call to a new referral prospect. Obviously, this first call will vary greatly for a number of reasons: The nature of your business, the circumstances of the referral, and whether or not your client introduced you in some way — just to name a few.

DISABILITY INCOME Dear (Customer Name), WHAT IF YOUR INCOME STOPPED TOMORROW? How long could you get by without any income? If you're like most of us, the answer would be: Not for very ...

DONT LET DOMESTIC VIOLENCE COME TO WORK Thousands of workers are being abused at home - and, all too often, this abuse spills over into the workplace. According to the American...

Finding out if someone is truthful is an art, not a science. The best truth-detecting machine on the market, the polygraph, is illegal in the hiring process. Imagine if there were an invention that could detect the truth with 100% accuracy, as predicted by futurist James Halperin in The Truth Machine.

HOMEOWNERS RENEWAL/COVERAGE INCREASE Dear (Customer Name), Here is the renewal of your homeowners policy. As you can see, your coverage is being provided by the (Your Agency Name) and contains the s...

INDUSTRY IMAGE IMPROVEMENT PLAN by Mary Beth Bolen How to improve the industry? One day at a time, says the National Association of Insurance Women (NAIW), Tulsa, OK. To mark NAIW Week (...

LIVE THE CARE IN CUSTOMER CARE! by Grace Bauer You probably have a clear idea of what you expect from your producers. What about your support staff? Do you have procedures for your rece...