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... . To convert his challenge to the vernacular - when you are up to your ass in alligators, it's tough to remember your original challenge is to drain the swamp. We were sitting on his back porch. My friend had to meet with a contractor to discuss a major addition to his home. I had time to do what I do best - not think but observe. His is a modest house sitting on a beautiful, tree filled lot. My only companion during his absence was his dog, Mollie Deux. She's a yellow Lab or maybe a Lab Lite — Lab genes in a Heinz 57 mix of blood. She certainly is well fit for his big yard. A Chihuahua would probably be snake food. Birds were singing and mosquito hawks were performing aerial acrobatics not 20 feet in ... is Mollie Deux's area of operation. It's framed by the perimeter of the yard and is limited to the outside of the house - Mollie Deux is a yard dog. To assure Mollie Deux respects this limit and to protect Mollie Deux from herself (if she leaves her turf she maybe hit by a car and killed) there is an electronic fence. There is a consequence if she exceeds her authority (turf) - a shock! This is not cruel - it's necessary. To leave Mollie Deux without boundaries would be cruel and dangerous. In addition to the turf restrictions the family uses two other basic techniques to manage Mollie Deux. These are the carrots and sticks of her life. Mollie Deux, like the good people in your organization, must meet certain expectations to remain a member ...

... &# 160 Position Title: SPECIAL ACCOUNTS MANAGER Objective: Under the direction of the Agency Manager to plan, lead, and control survey and placement activity for defined special risks and administer an effective special risks program that will retain present major accounts and attract additional accounts for the continued profitable growth of the agency. Must be licensed as a Property/Casualty producer. Special Risks are defined as: house accounts, Commercial accounts generating in excess of $10,000 in written premium, those accounts requiring retro or special rating plans, and other accounts as assigned. Salary Grade: 13 ACTION STEPS: 1. Manage and direct the Special Accounts Unit. 2. Keep abreast of trends and techniques. Research and develop new and improved selling tools and aids to maintain a competitive status for the ... timely manner. 7. Develop and maintain a high-caliber management staff to ensure continuity of effective agency operations and a natural progression for all key positions. 8. Develop an operating plan with a market analysis, forecast/budget, and objectives for improvement and continuing analysis of the agency. 9. Participate in seminars and classes for knowledge and skill development. 10. Perform other duties as assigned. AUTHORITY 1. Train producers and staff. 2. Hire, promote, and fire agency employees. 3. Approve agency increases within standards and guidelines. 4. Approve expense accounts (except own) . 5. Enforce agency credit terms. 6. Coordinate interdepartmental contacts. 7. Coordinate and control all bulletins to producers and staff. 8. Control placement of business. 9. Approve job ...

... x No Thanks Loading.. Success Story Marketing 4/30/2013 by Al Diamond , CompleteMarkets Editor This content has not been rated yet. Last week, I got a notice from my real estate broker announcing that she had just sold another house in my neighborhood. Then I realized that I was assuming that she was my agent. In fact, I purchased my house from her more than 20 years ago, and we'd had no contact since then. So why did I consider her my real estate agent? Because every month or two, I get one of these little notices, complete with a picture of a house and its address, with a big SOLD stamp diagonally across the picture. Every time I get such a marketing piece, I wonder what the sale price was ... (Sales) Life/Financial Services Management Marketing Marketing Agency of the Month Organizational Profiles Personal Lines Planning Questions & Answers Risk Management Selling Specialty Lines Technology Uncategorized Choose a Content Package All Member Content IMMS Library Jack Burke LIG Marine Managers USG Insurance Services, Inc. NIF Group Inc. PRS High Hazard/High Risk Workers' Compensation Business Insurance Insurance for Individuals and Families Personal Finance Search Titles only Search author Search Titles and content Show Results Loading.. Similar Articles Sample Telemarketing Scripts Let's Talk About Agency Procedures Again Agency Bill Vs. Direct Bill: Avoid Confusion Sample Broker-Of-Record Letter Cross-Sell Letter Content Packages This article is part of the IMMS Library , which contains more than 2451 documents published by industry-leading authors. (Hidden) Categories Benefits & Financial Services (53) Commercial Lines (93) Communications (629 ...

... — banking. The net impact of these changes will vary from bank to bank. Most will continue as active acquirers of agencies, even if there's a short lull in the pace of activity as banks concentrate on their core operations, while letting the rapid changes in the insurance business settle down. While the stock price of banks has generally declined, the stock price and market capitalization of the alphabet houses, especially those who are active acquirers of agencies, have gone up significantly. Brown & Brown, HRH, and Gallagher have all enjoyed huge increases in their market cap since January 1st. During the same period, the S&P 500 has decreased almost 20% . Although some of the increases in these valuations are due to superior management skills, it's clear that investors believe that the ... (Sales) Life/Financial Services Management Marketing Marketing Agency of the Month Organizational Profiles Personal Lines Planning Questions & Answers Risk Management Selling Specialty Lines Technology Uncategorized Choose a Content Package All Member Content IMMS Library Jack Burke LIG Marine Managers USG Insurance Services, Inc. NIF Group Inc. PRS High Hazard/High Risk Workers' Compensation Business Insurance Insurance for Individuals and Families Personal Finance Search Titles only Search author Search Titles and content Show Results Loading.. Similar Articles Sample Telemarketing Scripts Let's Talk About Agency Procedures Again Agency Bill Vs. Direct Bill: Avoid Confusion Cross-Sell Letter Beyond The "Alpha Split": New Ways To Distribute Work Loads Content Packages This article is part of the IMMS Library , which contains more than 2451 documents published by industry-leading authors. (Hidden) Categories Benefits & Financial Services ( ...

... . If a producer had an 85% hit ratio on new business, new sales would be almost as profitable as renewals in most agencies. Even with higher profits, a producer's repeat sales (renewals) usually aren't profitable enough to turn an agency's loss into a profit. In fact, our studies have found that some agencies spend as much as $1.70 for every renewal commission dollar earned! HOUSE BUSINESS Because renewal profits alone can't support producer's new sales, another key source of subsidies is house business. House business is usually the most profitable because no one gets a commission on it. It helps to subsidize the entire agency, especially producers with small books. OWNER SUBSIDIES In many agencies, renewals and house business combined still aren't profitable enough to cover losses on producer-generated business. Many owners ... (Sales) Life/Financial Services Management Marketing Marketing Agency of the Month Organizational Profiles Personal Lines Planning Questions & Answers Risk Management Selling Specialty Lines Technology Uncategorized Choose a Content Package All Member Content IMMS Library Jack Burke LIG Marine Managers USG Insurance Services, Inc. NIF Group Inc. PRS High Hazard/High Risk Workers' Compensation Business Insurance Insurance for Individuals and Families Personal Finance Search Titles only Search author Search Titles and content Show Results Loading.. Similar Articles Sample Telemarketing Scripts Let's Talk About Agency Procedures Again Agency Bill Vs. Direct Bill: Avoid Confusion Sample Broker-Of-Record Letter Cross-Sell Letter Content Packages This article is part of the IMMS Library , which contains more than 2451 documents published by industry-leading authors. (Hidden) Categories Benefits & Financial Services (53) Commercial Lines (93) Communications (629 ...

... insurance. Customer: Is this the Price Agency? Receptionist: Yes, it is. Customer: I'd like to speak with Janice Schubert. Receptionist: Who's calling? Customer: Jim Hollings. Receptionist: May I ask what this is in reference to? Customer: Well, I'm interested in a Homeowners policy. We're moving here from out of state and we've just signed a contract on a house we want to buy. I need to get insurance arranged before the closing date. A friend of mine gave me Janice's name. Receptionist: I'll transfer you. (Janice's line is busy, so the receptionist decides to give the call to Ella, Janice's assistant.) Receptionist: Ella, Line 2. Ella: Hello. Customer: Hello. Is this Janice Schubert? Ella: ... (Sales) Life/Financial Services Management Marketing Marketing Agency of the Month Organizational Profiles Personal Lines Planning Questions & Answers Risk Management Selling Specialty Lines Technology Uncategorized Choose a Content Package All Member Content IMMS Library Jack Burke LIG Marine Managers USG Insurance Services, Inc. NIF Group Inc. PRS High Hazard/High Risk Workers' Compensation Business Insurance Insurance for Individuals and Families Personal Finance Search Titles only Search author Search Titles and content Show Results Loading.. Similar Articles Sample Telemarketing Scripts Let's Talk About Agency Procedures Again Agency Bill Vs. Direct Bill: Avoid Confusion Sample Broker-Of-Record Letter Cross-Sell Letter Content Packages This article is part of the IMMS Library , which contains more than 2451 documents published by industry-leading authors. (Hidden) Categories Benefits & Financial Services (53) Commercial Lines (93) Communications (629 ...

... closely held businesses. This chapter focuses strictly on special factors that can affect agency value, many of which are unique to insurance agencies. Agency owners should be aware that even the best CPA or business appraiser is unlikely to be aware of these factors unless you, the agency owner, make a point of explaining them. It's Not That Simple! We all know that although the value of a house is ultimately based on what the buyer and seller agree upon, we also know that a reasonable starting place is often the price for which similar homes in the neighborhood have recently sold. We also know a realtor can greatly simplify the process. This might seem difficult to some, especially those who have never bought or sold a house before, but it's child's play compared to valuing an agency ... PERPETUATE PART VI A Comprehensive Look at the Best Ways to Handle the Biggest Events in the Life of Your Agency by Larry Morrison and Gary Jacobson Editor's note: This article is one of a series that covers buy/sell arrangements for agency valuation and tax issues, shareholder internal buy/sell agreements, related estate planning, employment contracts and non-competes. It's part of a unique pre-publication book by the authors that gives you practical street-level understanding of one of the most significant financial events in the life of your agency. CHAPTER 3: SPECIAL FACTORS WHEN VALUING AN AGENCY Although we discussed agency value in general terms in earlier chapters, this is a huge topic with many special factors that affect agency value in ways that don't impact most closely held businesses. This chapter focuses strictly on special factors that can ...

...s for agents and the high cost of housing and the often lengthy periods of non...ow they can have better control over housing costs and retain top-quality prod...

... that the new business is on the books. After that, there are some options. Unless the mentor is actually servicing the account, though, I believe that after four years the mentor should no longer receive any portion of the commission for an account produced with a rookie. Here's how it might work: A new account is produced and the commission split is as follows: Year Mentor Rookie House 1 Full1 Salary2 Full3 2 Full Salary Full 3 (option 1) None Full Full 3 (option 2) Half Half Full 4 (option 2) Quarter Three-fourths Full 5 (option 2) None Full Full Salary plus bonus schedule for reaching production goals. Salary plus bonus schedule for reaching production goals. Producers required to give house small accounts below a specified size to help to fund the ... (Sales) Life/Financial Services Management Marketing Marketing Agency of the Month Organizational Profiles Personal Lines Planning Questions & Answers Risk Management Selling Specialty Lines Technology Uncategorized Choose a Content Package All Member Content IMMS Library Jack Burke LIG Marine Managers USG Insurance Services, Inc. NIF Group Inc. PRS High Hazard/High Risk Workers' Compensation Business Insurance Insurance for Individuals and Families Personal Finance Search Titles only Search author Search Titles and content Show Results Loading.. Similar Articles Sample Telemarketing Scripts Let's Talk About Agency Procedures Again Agency Bill Vs. Direct Bill: Avoid Confusion Cross-Sell Letter Beyond The "Alpha Split": New Ways To Distribute Work Loads Content Packages This article is part of the IMMS Library , which contains more than 2451 documents published by industry-leading authors. (Hidden) Categories Benefits & Financial Services ( ...

... time, insurance agency customers will be presented with an array of attractive banking services. Wal-Mart is going into banking in a big way, so why shouldn't banks get into insurance? Actually, it's nothing new. Insurance agencies have long been in close proximity to banks. Once customers had their mortgages approved, the bank president said, Now, Joe, you're going to need insurance on that new house. Why don't you go upstairs and see Tom. Grateful for the loan, the customer marched up one flight and bought Homeowners coverage. Although there's no reason why banks shouldn't be in the insurance business, these two differing cultures can be in conflict. On the one side, banks have long used attraction techniques' to lure customers, an approach that's foreign (mostly because it's illegal) to ... the substantial cultural differences between a bank and an insurance agency, which can't be glossed over or ignored. However, customers will see the selling of insurance and financial products by a bank as valid if they feel that everyone involved is attempting to understand and meet their needs. John R. Graham is president of Graham Communications, a marketing services and sales consulting firm founded in 1976. He's the author of The New Magnet Marketing (Chandler House Press, 1998) and 203 Ways to Be Supremely Successful in the New World of Selling (Macmillan Spectrum, 1996) . He can be contacted at 40 Oval Road, Quincy, MA 02170, (800) 659-0069, fax (617) 471-1504, E-mail [email protected] , Web site www.grahamcomm.com . Login or Register (for FREE) ...