BOOSTING EMPLOYEE MORALE ELECTRONICALLY by Jack Burke Everyone seems to be concentrating on the needs of their clients lately but how about your employees? Are you usin...

BUYING A BOOK OF BUSINESS by Richard Bergsund During the past nine years our executive search firm has been involved in a substantial number of assignments to find superior performers for internatio...

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.

EIGHT STEPS TO HIRING A PRODUCER by John Jaques Use this proven system to recruit, screen, and monitor star producers. Adding a new producer often results in failure for both the ag...

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

INTERVIEWING: MODULE III-A INTRODUCTION Now that you know where to look and for whom you're looking, it's time to work on the interviewing process. This section...

SALVAGING CLIENTS/PROSPECTS IN A STAGNANT ECONOMY by John R. Graham It's taken a couple of years to figure out just what's happening in the economy, but the picture now ...

SUCCESSFUL TELEPHONE COMMUNICATION TECHNIQUES: PART 2 by Bruce Shaffer In 'Successful Telephone Communication Techniques: Part I,' we talked about initiating a phone conversation ...