A JOINT VENTURE IN A SMALL TOWN by Ron Rensink The heated debate over bank activity in the insurance business has focused primarily on happenings in major metropolitan areas, where huge blocks of bu...

I have always been a believer that the best salespeople we have working for us are our clerical staff. The biggest problem seems to be our lack of proper motivational tools to excite them into selling. I have attempted to change their method of thinking, and although our program is in its infancy, it appears to be a step in the right direction.