BOTTOM-UP PLANNING by Ted Silver When an agency understands what individual agency employees want to accomplish from a production standpoint in terms of new and renewal business as ...

CLUSTERS - ARE THEY RIGHT FOR YOU? by Val Jordan As an independent agent, you know that it's becoming increasingly difficult to find products and services. Carriers have incr...

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.

CSR COMPENSATION MANUAL INTRODUCTION You've hired a new Customer Service Representative (CSR). He/she may not have technical insurance knowledge, but it doesn't...

DEFERRED COMPENSATION EXAMPLE by Larry Morrison and Gary Jacobson This is an example of the key financial features in a deferred compensation plan for top producers at a s...

ELECTRONICS FIRMS - 'GAPS IN YOUR PRESENT COVERAGE' Dear (Customer Name): JUST ONE SMALL DISTINCTION BETWEEN MOST INDUSTRIAL OPERATIONS AND YOUR FIRM . . . could be the deciding factor ...

EMPLOYEE COMPENSATION At first glance, there seems to be no great secret to employee compensation. We all work to be paid. Pay your people well, and they'll work hard for the agency and stay with yo...

EMPLOYEE COMPENSATION At first glance, there seems to be no great secret to employee compensation. We all work to be paid. Pay your people well, and they'll work hard for the agency and...

EVALUATING PRODUCERS by Catherine Oak The more effectively your agency evaluates and manages producers, the better for them and you. Whos responsible for sales managem...

EXEMPLARY MARKETING TECHNIQUES TEACH FUNDAMENTAL PRINCIPLES by George Nordhaus The basic lessons of marketing reveal that every product or service experiences three stages: innov...