DIRECT SALES EFFORTS TO POSITIVE GOALS While theres no magic formula for success, your agencycan improve its chance of profitability by implementing a more discipline...

If you're thinking about what will be happening on the business scene in the future, the first step is to clear your mind of several popular misconceptions. More than ever, it will be dangerous to harbor-let alone act upon-erroneous ideas which can lead a business down the wrong road.

PRODUCER RECRUITMENT: FACING THE CHALLENGE by Mark Shlien Todays industry climate presents a challenge for most owners who want to see their agencies continue as independent entiti...

SUCCESSFUL ANNUAL PLANNING by Catherine Oak Follow this basic planning annual process annually ...

THE PRICE OF GROWTH: COMPENSATING NEW PRODUCERS by Lee Schexnayder When agency owners discuss hiring producers, the question...

THE SIX -STEP SALES TRAINING PROGRAM FOR THE CSR by Dana Falardeau, CIC Train your CSRs to sell and watch your revenues grow! Who speaks to your customers more than anyone els...

The Producer Compensation Manager, or PCM (TM), a software program for IBM PC and compatibles, takes much of the guesswork out of the job of...