The Pipeline Volume 13, Issue 4 HIGH ENERGY AGENCY PERFORMANCE by Al Diamond The difference in agency attitudes, energy levels and motivation never ceases to amaze u...

HIRING, COMPENSATING, AND TRAINING TELEMARKETERS Hiring Telemarketers What do you look for when setting out to hire a telemarketer? Your first thought might be to go out and hire an experi...

INFLUENTIAL PERSONALITIES: HOW YOU INFLUENCE THOSE AROUND YOU by Steve Anderson The amount of influence you have refers to how well you are able to convince others to accept your point of...

IS 70% OF YOUR MARKETING MISSING THE MARK? by Mitch Axelrod Answer this question: Why do you buy what you buy? Its commonly thought that people buy for one of two reasons: desire ...

Once you've decided to sell Life insurance in your agency, using one option or another, you'll need to recruit and/or train the staff necessary to make your operation profitable. And, you'll need to know how to assign responsibilities within the department and how to compensate your people for carrying out those responsibilities. You'll want to know how to properly motivate and supervise those people so that your operation continues to be profitable. That's what this 'Life Personnel' module is all about.

LOSING THOSE MEETING BLUES by Jack Burke Meeting, noun. 1. A coming together; assembly. 2. A joining. 3. A hostile encounter, as a duel. (Webster's American Dictionary) Meeting, n...

MANAGEMENT AND LEADERSHIP Management implies the existence of formal authority, while leadership may not have any connection with formal authority. Marketing managers are in their...

Eventually, almost every employer after employer needs to deal hiring low wage earners who are seldom motivated toward high performance.

MOTIVATION: GETTING OFF THE TREADMILL by Al Diamond Three agencies we visited had problems so similar that we decided to see just how many agents have the same experience, and the sa...

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.