With summer approaching, the lull in autumn's new business results can't be far behind. September, October, and November are the weakest months for revenue and sales for a majority of agencies. Theories abound as to the reason, but probably it's because too many producers take the summer off from new account prospecting, or they spend their time continuing to round existing accounts. Sunshine, golf courses, and family take priority, and little new business is set up to be written in the fall.

SUCCESSFUL COMPENSATION PLANS by Catherine Oak How much can you afford to pay non-owner producers? The typical response: It depends on the job perform...

SUPERVISION: MODULE III-D INTRODUCTION Training is simply the first step in establishing a producer and/or CSR in your Life department. Once they have learned wha...

TECHNOLOGY GIVES MANAGERS ACCURATE AND ACCESSIBLE INFORMATION by Jack Fries How does your profitability compare with that of other agencies in your area? What about your salary structure?...

THE lsquo;IM NOT A COMPUTER PERSON AGENCY OWNER by Jack Burke Anyone in a leadership position walks a fine line everyday, balancing the needs of clients and emplo...

This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.

THE OVERWORKED AND UNDERPAID CSR by Grace Bauer Agency principals need to realize how overworked and underpaid CSRs really are. Look around the office. Are employees coming in early to get ...

THE ROLE OF AN OWNER: IS IT ABOUT YOU OR THEM? by Jack Burke Leadership means a willingness to embrace chan...

THE SIX -STEP SALES TRAINING PROGRAM FOR THE CSR by Dana Falardeau, CIC Train your CSRs to sell and watch your revenues grow! Who speaks to your customers more than anyone els...

TIME MANAGEMENT FOR PRODUCERS by Ken Buehler Avoid these common traps that can waste producers time - and your money. Time management is an essential ingredient to ...