FIVE KINDS OF CUSTOMERS DEMAND DIFFERENT TREATMENT There are only five types of customers in terms of the service they demand, according to Ketchem Advertising USA, an ad agency in Pittsburgh, ...

HIRING, COMPENSATING, AND TRAINING TELEMARKETERS Hiring Telemarketers What do you look for when setting out to hire a telemarketer? Your first thought might be to go out and hire an experi...

HOLIDAY CARDS: MY PET PEEVE by Bill Cates Mailboxes overflow with offers, incentives, and enticements. Isnt it nice when you get a note thats actually personalized? Bill ...

IMPROVING AGENCY MORALE: ARE YOUR EMPLOYEES TRULY HAPPY? by Grace Bauer Are your employees truly happy? If you answered 'yes,' think again! After working in various positions from secre...

INCREASING AGENCY MORALE: ARE YOUR EMPLOYEES TRULY HAPPY? by Grace Bauer Are your employees truly happy? If you answered 'yes,' think again! After working in various positions from secr...

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...

Motivation is tied closely to compensation, but the two are very different. Compensation is simply one form of motivation. There are many forms, all of which should accomplish one thing: encourage producers to sell and make them feel good about what they're doing and where they're doing it. A good motivational environment will help both Life and P/C producers. You should have a motivational atmosphere for your CSRs, as well. You should maintain a high recognition level in which all agency members can participate.

PREMIUM AUDITORS: PROFESSIONALISM IN PRACTICE by Rhonda Hamel As a provider of educational services to insurance agents, I've learned many things about how other insurance professionals perceiv...

“Outrageous” might seem like an indefensible stretch or, more likely, a deliberate attempt to attract attention. While it may be both, it’s also accurate because it expresses views that fly in the face of the traditional marketing and sales “truths” that are passed on to those who obey them, mostly without question.

STRATEGIC PLANNING OF HUMAN RESOURCES by Mary Beth Bolen To develop your human resources, ask yourself these questions. Planning the income strategy for a profit center or depa...