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... book or in the agency itself. The best way to provide equity in the book of business is to set up a deferred compensation plan while still maintaining ownership of expirations with the agency. If the agency's perpetuation plan calls for bringing producers into ownership of stock or partnership interest, the vested deferred compensation amounts can be traded for equity interest in the agency. When you're developing a long-term producer relationship remember that money isn't the only motivator. People have unique needs. The more that the agency can do to meet those needs, ... creating? And how should you reward them for participating in your success? Building a positive agency team involves setting objectives and allowing employees — both individually and collectively — to participate in the spoils for helping the agency accomplish its goals. Management must operate with a results-oriented approach, making decisions only after a careful review of what the agency hopes to accomplish when hiring an employee. Your results will depend on hiring the right person for the right job. You must then communicate the agency's goals to employees and show them how they can ... of different but simultaneous contests: some monthly, others quarterly, and at least one that's annual. Include service and support personnel in the spoils as well. Rewards can range from a traveling trophy or a weekend in a nearby city, to a cruise or a ski trip. Criteria for winning could be the producer or team with the largest percentage or commission growth, the highest number of new accounts, or any other measurable item that can be tied to sales success. Many agencies have instituted sales programs that don't seem to ...

... profit sharing, ESOP, vesting, partnership, or ownership of business. If the ...any bonus trip, a 4 or 7 day cruise or ski trip, a monetary bonus. Criteria fo...