BURNED OUT? YOU'RE NOT ALONE by Emily Huling I didn't have to read The Truth About Burnout, by Christina Maslach and Michael P. Leiter, to learn that burnout has reached epidemic propor...

Ever since independent agencies were invented, their owners have wondered how to find, motivate, and keep good producers. But according to one consultant, most principals still aren't getting a good deal.

'Across the United States, more employee producers are overpaid yet underproduce,' says Jeffrey Wodicka. Wodicka is president of a consulting firm called Directions Agency Management Resources Limited of Rockville, New York, as well as principal of The Greystone Agency, also of Rockville.

IS YOUR AGENCY SENDING THE RIGHT SIGNALS? by Emily Huling When was the last time you viewed your agency, either by phone or in person, as if you had never done business before? If you're...

OVERCOMING OBSTACLES TO AGENCY GROWTH by Carol Hammes Deal with agency growth problems before they reach a crisis point. Unfortunately, this agency scenario is all too common. Enough new bu...

Successfully obtaining telephone appointments or expiration dates requires a new response to the worn out responses of yesterday.
Most people resent telephone interruptions and are prepared to do serious battle.

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.

THE ART OF AWARD-GIVING by Jack Burke Recently I had the privilege of attending the annual conference of the Association of Image Consultants International. Attendees, consider...