COMPENSATING PRODUCERS by Harry Brooks, CPCU, CLU There probably is no subject in the field of insurance agency management that is discussed as frequently, but on which there are su...

One of the most common questions we hear during consultation involves compensation for owner/producers, existing producers, and new producers. The principal question is how much and how to pay for production that compensates salespeople fairly and gives them incentives for continued growth.

The answer is complex because the same compensation models don't fit all producers.

CREATE WEALTH BY SHARING IT by John Jaques Over the last several years, I've noticed that higher-value, faster-growing, and superior-profit agencies have a strong willingness to sh...

CREATING A LEGENDARY AGENCY by Al Diamond A 'legendary' agency is one that loses customers only when the customer dies, moves, or sells the business. It has a regular, measurable flow o...

CULTIVATING THE AGENCY TEAM by Carol Hammes Use these ingredients to build and maintain an effective operation. Whether your agency's business plan includes growth from internal pr...

DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...

Finance, it is often said, is the language of business. This may well be true, but there are a lot of us who don't understand the language and could be described as 'financially illiterate.' It doesn't have to be that way and you don't need an accounting background to become financially literate.

EMPLOYEE OWNERSHIP OPPORTUNITIES by Carol Hammes One of the key elements in creating a team of employees dedicated to achieving agency objectives is to provide meaningful incentives...

ENHANCING AGENCY VALUE: WHAT THE MARKETING MANAGER CAN DO by John Jaques In daily dealings with agency principals and managers, carrier marketing personnel will do well to remembe...

ESOP Dear (Customer Name): When employees become owners, profits rise, morale increases, and company sales increase. That's the scenario according to Employee Stock Ownership Plan (ESOP). Studies ...