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SELF-INSURANCE ADMINISTRATION/CAPTIVES IN A HARDENING MARKET by Carol Hammes Self-insurance programs, captives, and risk retention groups will grow dramatically as premiums increase. U...
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WEATHER THE ECONOMIC STORM: INCREASE LIFE/HEALTH SALES by Carol Hammes If you arent selling Life/Health products, you might be ignoring a source of untapped income. But how do yo...
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BUILDING PROFITABILITY WITH LIFE AND HEALTH SALES by Carol Hammes Although most independent insurance agencies sell some Life and Health insurance, only about one-fourth of them have a separate ...
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ERRORS AND OMISSIONS CONSIDERATIONS by Carol Hammes The old saying 'The cobblers children go unshod' could apply to many insurance agencies today. Thousands of agents dont carr...
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PRODUCER RELATIONS by Carol Hammes Despite tough market conditions and economic recessions, some insurance agencies are thriving. While the average agency has grown at an annual r...
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PAYING FOR PERFORMANCE by Carol Hammes Half the agencies responding to our recent Agency Compensation Survey reported paying CSRs additional compensation to reward them for their ...
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EMPLOYEE OWNERSHIP OPPORTUNITIES by Carol Hammes One of the key elements in creating a team of employees dedicated to achieving agency objectives is to provide meaningful incentives...
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PRODUCER COMPENSATION AND THE IMPACT OF VESTING AND OWNERSHIP by Carol Hammes There are probably no two hotter topics for insurance agency principals than producer compensation and ag...
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PERSONNEL AND COMPENSATION DILEMMA by Carol Hammes Its never been easy to attract the best young people to the insurance industry. In a competitive job market, it becomes almost impossi...
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OWNERSHIP ISSUES AND COMPENSATION by Carol Hammes During the past several months we have been addressing methods for compensating agency staff, managers, and salespeople. How should...