AGENCY DEVELOPMENT: BIG SPENDERS VS. INVESTORS by Al Diamond Agents come in distinct varieties when it comes to spending money on agency development. Some agents are penny-pinchers, preferring ...

ARE YOU A PRODUCER OR A CSR? by Grace Bauer There are plenty of producers out there who are really CSRs. Are you one of ...

HOLIDAY CARDS: MY PET PEEVE by Bill Cates Mailboxes overflow with offers, incentives, and enticements. Isnt it nice when you get a note thats actually personalized? Bill ...

Complacency or self-deceit can undo much good, and it can kill potential.
Too often I speak to P/C agency principals who say that they're doing just fine, thank you, in Life production. They have no complaints, there's production, so why look any further or make changes?

Last week I was at a regional meeting where I met up with several producers from Texas. Having been a producer (a long time ago) and knowing how to swing a golf club, I fit right in. Being as committed to growth as I am, I ask the killer question that quickly exposes a problem. “John, what’s your growth goal for this year?”
He pauses and says “Um...around 65%.”
“Uh-huh. Where’s that from?” I asked.
“Well, I doubt I can do 80% and I didn’t want to sound like a loser and say 50 %, so I came up with 65%.”

PUNISHMENT BY COMPLAINT by Don Phin Many employers are easily frustrated by the amount of effort it takes to respond to even the most frivolous of employee claims. For example, if a disgr...

THE PERFECT EMPLOYEE: PERFECT OR NOT? by Grace Bauer I just finished talking to a customer about one of his staff members. 'He's a perfect employee,' the customer said. 'He's ki...

THREE TIPS FOR SETTING GOALS by Bill Cates As you set goals, consider these three guidelines. (Although most people dont think of the third one, its just as important as the...

Unfortunately, all too many office meetings get off track all too easily. Check out this list of common meeting headaches and how you can avoid them:

WHY SHOULD I PAY A CONSULTANT WHEN BUYING OR SELLING AN AGENCY? by Roger Thomas I often hear it said by agents that a consultant 'costs too much,' particularly when someone is anti...