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... the second question, "Is this salesperson appropriately directable?" Directable means that you can count on the salesperson to do what you ask. Here's an example: Your marketing department has put together a hot new program. You assemble the sales force at your monthly meeting and lay out the program. You tell them to present it to each of their top 20 accounts during the next 30 days. What's the likelihood that they'll actually do this? That's a measure of directability. If the salesperson in question nods in agreement at ... and review progress. This establishes the seriousness of the situation and interjects some urgency. After the meeting, document it. Capture your notes while they're fresh in your mind. Summarize the meeting in a memo to the salesperson, to add to the seriousness of the event. The responsibility rests squarely on the salesperson to improve their performance. You can sleep at night and get on with other issues. At some point, probably in the next meeting, you'll have some decisions to make about the salesperson's future. Until then, ... the rating score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Products/Services News Jobs Team Articles Blog Group Followers Photos Reviews Newsletters x No Thanks Loading. ...

... concerts, sporting events, and so forth) This list is not all-inclusive. Travel Travel by groups of managers on commercial airlines has never been recommended. Now that air carriers have become terrorist targets, this rule should be strictly enforced. Take special precautions in selecting meeting locations where large groups of managers are to attend. Also be especially cautious about participating in meetings that include large groups of key government officials, business executives, scientists, and so forth. Disaster Planning Your normal Business Continuity/Disaster Recovery Plan remains invaluable; ... 2013 10:36:34 PM by CompleteMarkets Editor , Douglas Henderson This content has not been rated yet. TERRORISM: COPING WITH CATASTROPHE by Doug Henderson In this document, Doug Henderson provides a checklist of precautionary measures you can take to minimize your losses in the event of a catastrophic event. Henderson addresses the proper actions to take before, during, and after such an event. &# 160 In the aftermath of the September 11 tragedy, preventing and responding to Weapon of Mass Destruction (WMD) attacks remains primarily a ... the rating score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Products/Services News Jobs Team Articles Blog Group Followers Photos Reviews Newsletters x No Thanks Loading. ...

... are coming to you when you know that they can easily resolve matters on their own? Grace Bauer shows you how to train your employees to work on their own. Free up your day so that you can work more efficiently. Have a quick daily individual employee meeting with each employee for whom you're responsible. Save time by using the e-mail system for non-emergency items. Always ask your employee how they would handle something to start teaching them to think like you and resolve problems on their own. Don't forget that emergencies might strike ... forget all about what we were doing to keep our time to ourselves. Don't stop. Keep the process going, and continue to keep your day free from interruptions. CONCLUSION Meet with employees daily. Make them feel more important and protect the agency from that horrible event: An errors and omission claim. Use your e-mail system all the time. Save lost time when calling someone or getting out of your chair to visit with an employee. Get just the answer back and, again, save lots of time. When questions ... the rating score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Products/Services News Jobs Team Articles Blog Group Followers Photos Reviews Newsletters x No Thanks Loading. ...

...f marketing also leads marketing meetings, oversees dissemination of company i...ncy and company personnel? What events will you schedule in the future t...

... conversations are not documented by the producer or CSR, your agency could get into trouble. Accounts Receivable. How are the accounts receivable in your office? If you have a lot of agency billing and have problems keeping up with receivables, you had better start holding meetings as soon as possible. Invite everyone involved: producers, managers, CSRs, and accounting personnel. Make employees accountable for the monies. One agency I know actually deducts the monies from the producer's paycheck if money is not collected-a great incentive! Most of the ... all his Commercial clients in a consistent program. Put together a checklist or send a letter out 60 days before renewal to review all your accounts. Protect the agency and the insured-and increase revenue! Claims. The insured pays you every year to have coverage in the event of a claim. So take care of them-now! After receiving a claim from the insured, following up is paramount. If the agency receives and processes the claim, follow up with a letter to the insured stating that the agency has sent the claim to ... the rating score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Products/Services News Jobs Team Articles Blog Group Followers Photos Reviews Newsletters x No Thanks Loading. ...

...all carriers will cooperate in the event of an E&O claim. So, relying on any s...

... few days ago, I received a call from one of our Referral Boot Camp graduates, Greg, who was experimenting with Referral Events and not having the success he'd hoped for. Although many clients attended his events, they didn't always bring a guest for him to meet — even though it was requested on the invitation. Greg didn't feel that he could turn down his clients' desire to attend his events, even though they didn't have a guest to bring. All Articles by CompleteMarkets Editor Comments (0 ) Sales Center - ... just wait without searching for talent, obtaining signed contracts, securing studio time, or acquiring any backing? Of course not. Chris Burand wonders why so many agency principals take this approach to getting good producers. All Articles by CompleteMarkets Editor Comments (0 ) Referral Events that Produce Great Referrals This content has not been rated yet. CompleteMarkets Editor , Bill Cates 3/5 /2018 12:00:00 AM A few days ago, I received a call from one of our Referral Boot Camp graduates, Greg, who ... the rating score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Products/Services News Jobs Team Articles Blog Group Followers Photos Reviews Newsletters x No Thanks Loading. ...

... up and don't want to change goals, objectives and action plans, even when the circumstances of the year make it evident that they aren't working. In retrospect, I should have sent you the monthly reports (as you suggested) and included you in each Quarterly Meeting, instead of just having you out once a year. However, my ego was (and still is) strong enough that I felt that I should be able to control and manage my own plan with my staff. I didn't realize until now that I'm ... come up with EXACTLY what I would like my business to become over a five-year period. My problem is two-fold: a lack of execution on my part and a lack of responsiveness on my part to things I should be changing in the Plan. That combination of events makes the process more frustrating each year. It seems that if I'm not on top of every objective, they don't get done. As you have pointed out, I hate giving up and don't want to change goals, objectives and action plans, even when ... the rating score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Products/Services News Jobs Team Articles Blog Group Followers Photos Reviews Newsletters x No Thanks Loading. ...

... in cycles, and you need to be prepared for when the phone stops ringing. How are you going to maintain your carrier relationships when the market goes hard? The answer: Get on a plane with a business plan and proposal and fly around the country to meet with the CEOs of the carriers you represent. Since that's probably not workable, consider bringing in a person to maintain those relationships for you. That person is the perfect addition to your Strategic Advisory Board. Working together with your specialists in Mergers & Acquisitions, ... to maintain relationships with carriers. Next, select a member of your Strategic Advisory Board to represent the agency in fostering agency-carrier relationships. The candidate should have access to senior executives of insurers and reinsurers, as well as experience in dealing with executives at such major industry events as AAMGA, NAPLSO, and NAII meetings. Your expert will also need a solid understanding of the reinsurance marketplace. Carriers often tell agents that their agency contract is cancelled because the carrier has lost its reinsurance, and has to stop writing business. Your Insurance ... the rating score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Products/Services News Jobs Team Articles Blog Group Followers Photos Reviews Newsletters x No Thanks Loading. ...

... immediately address is earning their clients' business. Here's a true story, related to me by the regional manager of an insurance company, that clearly illustrates this point: The regional manager was making visits to his agents across the state. The night before his first meeting, he had dinner with a personal friend who coincidentally was insured by this company's agent, although the business wasn't placed with the regional manager's company. During dinner the manager asked his friend whether XYZ Agency was still taking good care of him. Funny you should ... styles, and thinking. We'll examine the four generations that buy insurance and suggest a few tips on how your business can adapt to their various needs: The Matures. This pre-World War II generation (52 million people) was born between 1922 and 1943. This event deeply influenced their lives. Their core values include respect for authority, conservative spending, adherence to rules, relationships built on trust, and doing the right thing. They sacrificed for their country and their families. Don't be misled by the Matures' frugal spending habits ... the rating score. Write your review here. (Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Products/Services News Jobs Team Articles Blog Group Followers Photos Reviews Newsletters x No Thanks Loading. ...