It used to be the $1 million ceiling. That was the level of revenue at which an individual performing agent with a few helpers had to become a business with different people handling different clients and responsibilities. Everyone still worked for the agent, but the agent no longer made every decision.

However, running an agency as a business doesn't automatically result in growth and a high quality of professional service. By the time the agency reaches $2 million, it runs into another "invisible ceiling."

HOW DOES YOUR STAFF LEARN BEST? by Monica Woldring Most people have found that they learn things easiest when using one learning method. For example, in order to learn how to use a computer...

LEARNING TO MANAGE E-MAIL by Steve Anderson Communicating with someone used to be easy. You could just pick up the phone and give them a call, or sit down and write a note. Fast forward a...

LEVERAGE YOUR TIME! by Mitch Axelrod Time is the most important leverage point because, next to our health and loved ones, time is our most precious resource. Once we use it...

MANAGEMENT AND LEADERSHIP Management implies the existence of formal authority, while leadership may not have any connection with formal authority. Marketing managers are in their...

PRODUCER SUCCESS LESSON 41:

Nothing happens until somebody sells something. To make sales happen, IMMS.com Key Sales Consultant Randy Schwantz has created a comprehensive series of 43 Producer Success Lessons. Used singly or in combination, these powerful tools can help your producers build their skills - and grow their sales.

PROSPECTING IDEA FOR SOLID GOLD CLIENTS by Mary Beth Bolen For many traditional CSRs, prospecting is one of the most dreaded tasks -- but it is one of the most important to the agency's...

Although salespeople (and sales managers) might blame slow sales on the economy or the lack of company marketing, the truth is that everyone can be smarter and more productive. In this article, John Graham focuses on how salespeople — and everyone else in business — can become more productive. Graham challenges us to take a hard look at we do and, more importantly, what we’ve become accustomed to doing.

Chances are, you are like the majority of individuals who have reached middle age. The primary concerns in your life are paying your monthly bills, making sure your children receive a good education, as well as the all-important goal of saving some money every month for retirement. At this point, it seems a long way off, but do not be deceived; it will be here sooner than you think. You might have heard about Long-Term Care insurance, but you probably dismissed it with questions such as “What is it?” or “Who needs it?”

TAKE YOUR WORKFLOWS TO THE NEXT LEVEL by Laura Nettles In this article, Laura Nettles has taken her checklist, Ch...