BEYOND THE 'ALPHA SPLIT': NEW WAYS TO DISTRIBUTE WORK LOADS by Raymond Keating Check out these alternatives to the traditional alpha split of Commercial Lines service. A cus...

CRACKING THE EGG: DEALING WITH DIFFICULT CUSTOMERS by Dave Kahle Its easy to work with people you like, and its even easier to work with people who like you. But thats n...

FINDING AGENCY PERSONNEL by John Caswell 'Good help is hard to find.' That old adage has never seemed more true, given the increasing difficulty employers are experiencing when looking to fill an ...

Ever since independent agencies were invented, their owners have wondered how to find, motivate, and keep good producers. But according to one consultant, most principals still aren't getting a good deal.

'Across the United States, more employee producers are overpaid yet underproduce,' says Jeffrey Wodicka. Wodicka is president of a consulting firm called Directions Agency Management Resources Limited of Rockville, New York, as well as principal of The Greystone Agency, also of Rockville.

GOODWILL VALUE IN AN INSURANCE AGENCY by Al Diamond If you think 'Goodwill Value' has something to do with the amount you contribute to the March of Dimes every year, you better t...

HOW DOES YOUR STAFF MEASURE UP? by John Jaques The single best measure of an agencys management, professional personnel, quality of performance, and potential for profits remains employee...

HOW TO PASS THE REINS by Sharon Cunningham Ron Hort...

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...

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...

MARKETING DEPARTMENT VERSUS PRODUCER MARKETING by the IIABA Virtual Faculty Although your agency has a Commercial marketing department, you have the option of marketing an account yourself ...