AGENCY CLAIMS PROCEDURES: A TIME TO SHINE by Lois Van Horn Insurance agents sell clients a promise-an intangible product. It is nothing they can hold or enjoy and probably what someone told...

One of the most common questions we hear during consultation involves compensation for owner/producers, existing producers, and new producers. The principal question is how much and how to pay for production that compensates salespeople fairly and gives them incentives for continued growth.

The answer is complex because the same compensation models don't fit all producers.

CONNECTIONS: 'DO UNTO OTHERS ...' by Jack Burke Happy employees make for happy customers. You've heard that before, along with 'Your employees will treat your customers the same way the...

What you want will only get done if you make it an A+ priority. Jack Fries tells you how a business plan can reward you with survival, planned growth, and profit.

CUSTOMER SERVICE: ONE BAD APPLE by Jack Burke Unhappy employees result in unhappy clients. Every so often we all experience some degree of in...

GOOD TELEPHONE SKILLS MEAN SUCCESS by Jack Burke Nearly 20 years ago, as manager of a growing automotive leasing company, I was researching specialty bus manufacturers to represent. It ha...

HELP! WE'VE LOST OUR HARD DRIVE! by Jeane Massey May 11th was a typical busy Monday in our office. Our 20 staff members were using our system constantly throughout the morning; at noon we did our ...

INSURANCE AGENT/BROKER LICENSING by Marcus Ramsey Growing your agency's business might require you to obtain licenses in other states. Most experienced agents/brokers comprehend and are willing...

Motivation is tied closely to compensation, but the two are very different. Compensation is simply one form of motivation. There are many forms, all of which should accomplish one thing: encourage producers to sell and make them feel good about what they're doing and where they're doing it. A good motivational environment will help both Life and P/C producers. You should have a motivational atmosphere for your CSRs, as well. You should maintain a high recognition level in which all agency members can participate.

PLANNING: A SURVIVAL TOOL As agency manager, every task you undertake on a daily basis should be one step nearer the completion of an overall agency plan. '...