PAYROLL DEDUCTION EMPLOYEE BENEFITS: MODULEV-B THE COVERAGE Payroll deduction employee benefits can involve a number of coverage products ranging from Term, Whole...

AGENCY MANAGEMENT: GETTING TO THE NEXT LEVEL by Emily Huling Whether you're a standard lines company or a specialty market, a small-town agency or a big-city broker, you have one ...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.

Very few employees will leave your agency simply for more money. They will usually have other valid (to them) reasons that, when also combined with a higher salary, push them to seek employment elsewhere. If a review of the compensation survey results (from another Middleton letter) confirmed that your agency is paying people within a reasonable range of 'average,' the level of compensation should not be of major concern. What you do have to worry about is how you are paying those dollars and how your management philosophy and style complement the overall compensation administration plan.

COMMUNITY INVOLVEMENT: BOARD LESSONS by Jack Burke Are you getting involved in your community? Community involvement is essential for any successful business. Whether you champion ...

Jack Fries looks into the differences between agencies that sell and retain a lot of business and those that don't. This applies to not only the sales people, but to the CSRs, who have the responsibility of account development.

AGREEMENT made and entered into this ____ day of ____________, 20__ by and between [NAME OF INSURANCE AGENCY], a [State] corporation having a principal place of business in [City, State], (hereinafter the 'Agency') and _____________ of ____________, [State] (hereinafter the 'Producer').

DIVING INTO INTERNET MARKETING by Steve Anderson Consumers' buying and shopping habits have changed. Think about what you do when you're thinking of buying a new product or service. For...

If more salespeople were as good at making sales as they are at losing them, they could write their own ticket just about anywhere. Unfortunately, just the opposite holds true.
It happens so frequently that it almost seems as if someone out there is training salespeople to fail. For example, the woman calling launches into her sales spiel. “Our station is a perfect fit for your client. When can we set up a time to get together so I can show you what we can do?”

CREATING A LEGENDARY AGENCY by Al Diamond A 'legendary' agency is one that loses customers only when the customer dies, moves, or sells the business. It has a regular, measurable flow o...