Whether you’re running a mega-agency or a boutique, following these proven management guidelines makes sense.
Learn what motivates each of your employees
Use this information to help manage their performance. Although status, power, or additional authority might motivate some people, others might be more excited by the opportunity for tapping into their flair for creative, job-related activities or more face-to-face contact with customers. Rewarding good employees with assignment that speak to their unique motivations, interest and long-range career goals can help you retain them.

The changing marketplace is presenting several new pressures and challenges for the owners of independent agencies. The success...

AGENCY PRINCIPALS: DONT PUT OFF PERPETUATION PLANNING! by Sharon Cunningham One of the most critical issues facing the Independent Agency System is the need to transfer s...

Are two salespeople better than one? Sometimes yes and sometimes no.

Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.

The previous article (Creating A Successful Plan For Marketing Commercial Lines Part I), presented information about the matrix of the agency book of business, the review of the book of for account development, and a review of company programs and products. In this second of a three-part series, Jack Fries focuses on selecting a proper market.

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...

FINDING NEW TALENT STARTS WITH SMART HIRING PRACTICES by Mark Shlien Although the recession has resulted in layoffs, many insurance agencies are still hiring. However, changing job requir...

It used to be the $1 million ceiling. That was the level of revenue at which an individual performing agent with a few helpers had to become a business with different people handling different clients and responsibilities. Everyone still worked for the agent, but the agent no longer made every decision.

However, running an agency as a business doesn't automatically result in growth and a high quality of professional service. By the time the agency reaches $2 million, it runs into another "invisible ceiling."

MAXIMIZE PERSONAL LINES PROFIT WITH BEST PRACTICES TIPS by Shirley Lukens Many agencies are looking at Personal Lines as an important source of revenue. In the current Best Pr...

PERPETUATION OR SUCCESSION? by Al Diamond Planning for succession can be highly rewarding if you have the right people behind you. It can be downright dangerous if you dont. Al Diamond...