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WHY PEOPLE REALLY LEAVE THEIR JOBS - ITS NOT ALWAYS FOR MONEY by Mark Shlien During the many years that Ive placed people in insurance agencies, Ive asked them why th...
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BONUS/COMPENSATION PLANS: PART ONE by Jack Fries An incentive or bonus program requires many variables to be successful. Such programs too often reward work that wouldve been done...
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ATTRACTING AND RETAINING EMPLOYEES IN A COMPETITIVE WORLD by Sharon Cunningham To hire, and keep, quality workers, follow these guidelines. A consistent trend nationwide is the ...
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COMPARING APPLES TO ORANGES by Bill Wilson Youve seen the commercials: 'Call now and save 15% or more on your car insurance!' Unfortunately, when someo...
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AGENCY TELEPHONE PROCEDURES: HOW TO TAKE CALLS by Karen Flaherty Verbal Courtesy Courtesy pays off. It's hard to be mad at someone who's being nice, so be nice! Be generous with ...
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Almost two years ago, after 10 years of consulting, I accepted a temporary assignment of managing an independent agency that generated 85% of its income from Property/Casualty Lines and 15% from Life, Health, and financial services products.
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ASKING QUESTIONS: IT'S AN ART by Mary Beth Bolen Different types of questions require different types of responses. In your daily dealings with customers, it's important for you to know the ...
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AGENTS: COMPANY MARKETS AREN'T ALWAYS GOING TO COME TO YOU! by Andrew Barile One of the most important responsibilities of agents to themselves and their agencies is to maintain posit...
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ARE YOU GETTING THE MOST FROM PREMIUM FINANCING? by Rick Bruns 'It's all good,' says Richard O'Neil, President of Key Insurance Corporation in Tampa, Florida. He has no complaints about his ...
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BUILD CUSTOMER CONFIDENCE AND LOYALTY FOR THE LONG TERM by Mary Beth Bolen Historically, it's been fairly easy to write and renew coverage on an account for one to three years, after which th...