HOW NOT TO HATE PERFORMANCE EVALUATIONS by Emily Huling Emily Huling explains that a properly executed performance evaluation can help both individuals and organizations improve. ...

lsquo;DEDICATED AGENCY MANAGEMENT by Chris Burand Once your agency reaches a certain size, dedicated agency management is essential for continued success. Agencies ar...

ACCOUNT ROUNDING BY CSRs by Ralph Manfredi In this article, Ralph Manfredi focuses on a proven system for turning service into sales and profits. Learn how to turn every service...

ADVICE ON DEVELOPING A PRODUCER RECRUITMENT PROGRAM 'What advice would you offer an independent agency on a step-by-step basis, for deve...

AGENCY MANAGEMENT: GETTING TO THE NEXT LEVEL by Emily Huling Whether you're a standard lines company or a specialty market, a small-town agency or a big-city broker, you have one ...

AGENTS AND CLIENTS: CLOSING THE GAP by Emily Huling Agents and clients have different priorities. A recent Independent Insurance Agents of America study revealed that 59% of Personal Line...

Are two salespeople better than one? Sometimes yes and sometimes no.

Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.

It takes more than a job title and a loud voice to get an agency team to function properly. This applies to owners, managers, and supervisors alike, says Jack Fries.

ASK EMPLOYEES FOR SUGGESTIONS ON IMPROVING PERFORMANCE Paul Serwinek, Ph.D. A...

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.