A BOY NAMED SUE: A GUIDE TO PRODUCER TRAINING by Chris Burand A successful producer training program creates a powerful competitive advantage. Many readers are probably familia...

Whether you’re running a mega-agency or a boutique, following these proven management guidelines makes sense.
Learn what motivates each of your employees
Use this information to help manage their performance. Although status, power, or additional authority might motivate some people, others might be more excited by the opportunity for tapping into their flair for creative, job-related activities or more face-to-face contact with customers. Rewarding good employees with assignment that speak to their unique motivations, interest and long-range career goals can help you retain them.

AGENCY OWNERS AND CONSULTANTS: A WIN-WIN RELATIONSHIP by Edward Curry Perceptive agents never lose sight of what makes their agencies succeed. Sooner or later, most...

CSR SELF-ANALYSIS AND CAREER GROWTH by Mary Beth Bolen How CSRs can help themselves and their agencies grow. In the past, most people spent their entire work lives in one or...

DISCOVER YOUR VALUE-ABILITY by Mitchell Axelrod 'What you see is what you get.' Flip Wilson Since he was 'involuntarily' retired at age 56, after one term as president, Jimmy Cart...

E&O: ARE YOU A GOOD AGENCY OR A GREAT ONE? by Curt Pearsall Obviously, determining whether youre a good agency or a great one is a matter of opinion. But whose opinion counts: those of ...

INVENTORY YOUR ASSETS by Mitchell Axelrod Take an asset inventory, using the attached worksheets to lift your leverage-ability and vault your value-ability. The first is a Business Streng...

WHAT MAKES A GREAT OWNER? by Catherine Oak If the role of an owner was treated like any other position in an agency, what would the job description look like and what are the key characteri...

YOUR BOARD OF DIRECTORS by Ellen Lubin-Sherman You know what its like: You have to make a decision about your business, your job or family life or maybe its just s feed...