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...ck days to personal time off, an exercise room, a choice of employee benefits/cafeteria style programs, and so forth. A compensation system with salary ranges, bonuses, and commissions that remain competitive wh... Regular Commercial ...

...ing a useless and time-consuming exercise. Thriving on spontaneity, their appr...the game. As Matt Davis says, “I teach and train them and that’s why they come back to me.”

... term but less productive employees, you should establish a performance-based compensation plan that ties in with meeting your employees' other needs. In addition to those listed above, these might include flexible working hours, job-sharing, switching from sick days to personal time off, an exercise room, a choice of employee benefits/cafeteria style programs, and so forth. A compensation system with salary ranges, bonuses, and commissions that remain competitive while reflecting each employee's functions and level of responsibility will complement the total employment package that you offer. ... another, ranging from strictly clerical work to that of a highly educated professional. According to Department of Labor salary data, a number of states have average per capita incomes significantly higher or lower than the norm. This table will help you adjust the national results to fit your marketing area. States not shown on the chart have per capita incomes within 5% on either side of the median. + 20% CT DC MA NJ NY + 10% CA DE IL MD NH NV -10% AZ IA IN ME NC NE ... . They might well be too high for most firms if there's little house business and/or the owners expect the agency to produce a reasonable profit. Some agencies provide little or no back-up support to producers, while others have technically proficient CSRs, along with sales centers and marketing assistance. Take these extra support expenses into account when analyzing sales compensation. Rural Agencies Personal Lines New 49%/Renewal 23% Small Commercial New 48%/Renewal 24% Regular Commercial New 44%/Renewal 23% Group New 42% ...

...ese questions, there is one more exercise you should go through. List your maj... a policy can be as short as one month and the premium is quite modest. If yo...

...ably think about or look at this exercise in segments or when you do the inevi...y. They don't cost a lot to implement, and the benefits are real. You can affect your bottom line and carrier/client relationships to you...

... No. 5: List all of your carriers on one or two pages, ranked by written premium and loss ratio. Do this for the last five years, breaking the list down between Commercial and Personal lines. You will probably think about or look at this exercise in segments or when you do the inevitable carrier surveys that hit our desks early each year. The key is to summarize and then do something with this information-to get it into a perspective that you can use in planning. For example, if over a five-year ... for them, it is an advantage for both of you to consider. What you need to do is make them aware of your value to them. Push hard for preferred agency contracts and for recognition. Share your business plan with them and show them where they fit in. Take every opportunity to tell your story to the carrier. Visit the home office at least once a year, and get the local branch or regional office of the company to set up your visit, so that you are able to talk to some ... have to do is provide access and the prospect list. Try to maintain as much control as you can and keep the process on your premises as much as possible, but don't be afraid to let the carrier go with it. Some carriers prefer their own sales centers. While I still have a strong aversion to carrier sales centers, that may be the alternative you have. Every study on the subject indicates that clients want to know who they are dealing with, and that they want personal service. Many company proponents argue ...

... are "in," that's next on the "just gotta have" list. However, starting with tactics is like building a home without a set of plans. It doesn't work. All too often, entrepreneurs and sales managers find planning a useless and time-consuming exercise. Thriving on spontaneity, their approach is to "just do it." Ignoring testing, they want to grab an idea and run with it. Then, it's on to the next one. They become impatient with anyone who asks, "What's the ... ? What do we want to accomplish and how does it all fit together to produce a clear, customer-focused message?" Is it surprising that employees, customers and prospects have a foggy understanding of a company's message? 3. Marketing activities should enhance your brand. Although there's endless talk about "brand," it's little more than that, talk. Somehow, it doesn't sink in that a company's most essential task is not production or sales, but brand management. Everything else pales in significance compared to this responsibility. If ... . Even marketers who think they possess a marketing mindset, often lack one. They can buy into the company's "message" or the company's "story." This is actually an "anti-marketing mindset," a way of thinking that puts the company at the center of the marketing. Whether it's an ad, an e-mail message, a Web site, or a newsletter, the message is all about "us." It's easy to spot an anti-marketing approach; the focus is on how well the company serves its customers ...