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...

COMPANY CONTRACTS: DOUBLE YOUR BONUSES by Chris Burand If one company is willing to pay twice the bonus for the same results, the same book, the same ease of doing busin...

Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.

NASCAR: SUCCESS CREATES CHALLENGES by Chris Burand Chris Burand compares agency management challenges with NASCARs: Learning to manage people and their emotions, while still succeeding...

PRODUCER SUCCESS LESSON 38:

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

SELLING THE CHARITABLE POLICY Want an easy, effective way to enable people to do what they want to do-help their favorite charities and the community? Agents also help themselves and the agency. Like...

WORKING TOGETHER-WITHOUT STRESS by Grace Bauer This week, I received a call from an agency principal, who told me the difficulty he was having getting his employees to work together. We wer...