$200,000 GROSS COMMISSION PER PRODUCER: DREAM OR REALITY? by Chris Burand Whats your agencys break-even point for producers? Does $200,000 sound high? Read this document b...

lsquo;DEDICATED AGENCY MANAGEMENT by Chris Burand Once your agency reaches a certain size, dedicated agency management is essential for continued success. Agencies ar...

BEST PRACTICES OF FINANCIAL MANAGEMENT by Angela Bemiss In today's insurance environment, a successful insurance agent or broker must have good sales management, good operatio...

COMPENSATING THE CROSS-SELL by John Jaques A simple method for cross-selling employee benefit coverages to Property/Casualty clients is to establish a disciplined program for the ...

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.

ENHANCE BUSINESS IN DIFFICULT TIMES: MANAGE FINANCES by Brian Burke, ASA Successful agencies act in seven areas to enhance business during difficult economic times: marketing, prosp...

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.

GROWTH-LOADED PRODUCER COMPENSATION by Al Diamond Use this plan to give your producers an incentive to target growth, while protecting the agency from financial losses. Ev...

Question: The loan officer asked me for a business plan. What should it include? Answer: The lender uses your...

HOW IS YOUR COMPENSATION PLAN LINKED TO PERFORMANCE? by Sharon Cunningham Now well into the new year, agencies throughout the country are taking a close look at their year...