CSRs WHO SELL: SHOULD THEY BE TREATED LIKE PRODUCERS? by Virginia Bates Put your money where your mouth is. Whether principals and managers assume that employees unders...

HOW MUCH SHOULD YOU PAY YOUR PRODUCERS?: PART II by the IIABA Virtual Faculty Whats the average renewal commission that an owner should give his producers? Is there a differenc...

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MANAGING THE CLAIMS HANDLING PROCESS by Catherine Oak The claims function in a firm is usually handled in one of two ways: 1. CSRs or the producers handle the client's claims from...

Most insurance agencies would like to be driven by a regular flow of new business from their producer force. However, most agencies find that their producers (owners or not) spend most of their time caring for existing customers, with production relegated to a secondary position. They only have time to prospect and sell when they can break away from service tasks.

However, the producers feel that they should be making more money, whether for non-sales tasks they perform for the agency, for servicing existing customers, or from sales to new customers. Unfortunately, if an agency isn’t growing through the efforts of its producers, it has little additional income available to further compensate these key employees.

SUPERVISION: MODULE III-D INTRODUCTION Training is simply the first step in establishing a producer and/or CSR in your Life department. Once they have learned wha...