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...s are those who have the option to eventually become an owner-producer. Meani... autopsy. Roy Phillips, CPIA, CIC and Dan R. King, CPIA, CIC can be reach...

... cannot understand the usefulness of certain procedures. It is imperative that all employees adhere strictly to procedures so when a problem arises and others are attempting to identify the area of conflict, the information is readily available. Procedures ensure that everything will run smoothly and in the event of a problem provide backup and documentation for comparison. THE AGENCY DOESN'T ASK FOR THE MONEY Part of the image the insurance industry has conveyed to P/C customers is that the product is basically worthless, unless something disastrous happens. The industry has created the ... many companies. There is no office procedure to direct the mechanical work-flow process. The agency doesn't ask for the money. If an agency is plagued by one or a combination of the above characteristics, contact outside professional assistance - for example, an accountant, financial planner, attorney, or company representative. OPERATING BUDGET It's essential to project an operating budget at least 90 days prior to the approaching fiscal year. Operating budgets should be based on last year's budget, the economy, business trends, circumstances unique to the agency, ... commission revenue. The producer wastes the staff's time with the little business that is generated. The producer generates business that is hard to place, requires remarketing, or needs to be marketed through Excess and Surplus Lines companies. The producer is constantly getting the agency in errors and omissions trouble. Most decent producers who have long-term goals also want to own a part of the fruits of their labor. The best producers are those who have the option to eventually become an owner-producer. Meaningful and appropriate salaries and/or commissions must be ...