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.

SPECIALIST Dear (Customer Name), Would you expect to: Buy a Mercedes Benz from your local Chevy dealer? Eat a gourmet dinner at Wendy's or McDonald's? Shop for...