This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.

IS EMPLOYEE OWNERSHIP RIGHT FOR YOUR AGENCY? PART II by Carol Hammes Offering your employees the opportunity for agency ownership can help attract and retain quality people. Sooner or later,...

STAFFING & PRODUCTIVITY: HOW DO YOU MEASURE UP? by Judith Newman Is your agency overstaffed - or understaffed? How would you describe your agencys performance: Hi...

THE FOUR FACES OF PROFITABILITY: PART II by Diane Herbert and Pamela Millard The first part of this article focused on two faces of agency profitability: Pretax profit and Cash Flow from ...