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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.
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DRUG TESTING AND EMPLOYEE ASSISTANCE PROGRAMS by Bill Grieb If you're in business, you must face some facts: 70% of all illegal drug users are employed either full or part time, indica...
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CATASTROPHE CHECKLISTS: BE PREPARED! by Grace Bauer Believe it or not, most agencies don't consider catastrophes an area of concern until disaster strikes close to ...
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COMMISSIONS VS. CONTINGENCIES by Chris Burand Do independent agents serve the insurance company or the consumer? One of the most perplexing aspects of the con...
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E&O CAVEAT NO. 1: NEVER ASSUME! by Bill Wilson One of the most common sources of E&O claims involves failure to communicate. In this article, Bill Wilson examines a serious breakdown in...
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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 ...
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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 ...
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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...
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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...
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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?”