BUDGETING FOR NEW PRODUCERS by Chris Burand Few agencies consider the cost of new producers. Chris Burand explains why agencies wishing to grow or perpetuate need to focus on th...

With summer approaching, the lull in autumn's new business results can't be far behind. September, October, and November are the weakest months for revenue and sales for a majority of agencies. Theories abound as to the reason, but probably it's because too many producers take the summer off from new account prospecting, or they spend their time continuing to round existing accounts. Sunshine, golf courses, and family take priority, and little new business is set up to be written in the fall.

WHAT DO CLIENTS NEED? THAT DEPENDS ON THE CLIENT by Mary Beth Bolen Your job title is customer service representative (or customer service agent) -- but just what does that mean? What is the ex...