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... , ' Wodicka points out. Inadequate salaries and benefits are de-motivating, he adds, but excessive compensation does not motivate producers. Principals themselves are often superstars. Selling is so easy for them that they don't understand that mere mortals need guidance and encouragement. Someone in the agency-a principal or sales manager-must monitor, train, coach, evaluate, and help, ' Wodicka states. That applies even for sole practitioners. If a sole practitioner agency is going to hire a producer, that sole practitioner has to wear a new hat-that of the sales manager. The sales manager has to be willing to ride with the producer, do pre-call strategy meetings and post-call meetings-what went wrong, what went right. Spend the time to develop that individual. It's more than spending the dollar to send them to the ... or Aetna production schools. It means that the principal or senior salesperson in an agency has to become a role model. When an agency is in trouble, more often than not, failure to manage producers properly is the cause, Wodicka contends. Some of the more successful agencies become successful from the same production people that others deemed to be failures, ' Wodicka contends. In a poorly managed agency, Jane Doe may be a failure. But given the right motivation, she could be a superstar or a well-above-average performer. Producer management is important because producer compensation is the agency's single largest budget item, Wodicka points out. In addition to motivation, Wodicka says two other factors make a successful producer: talent and knowledge. Talent isn't always obvious. Wodicka recommends subjecting candidates to a psychological test ...

...icka states. That applies even for sole practitioners. If a sole practitioner agency is going to hire a producer, that sole practitioner has to wear a new hat-tha...

... at school when returning home for summer break, the 60 days limitation was inadequate to provide coverage for the full summer period. • &# 160Motor Vehicle Exclusion ISO responded to agents concerns about the language used in the Homeowners 2000 policy. In both Section I – Property Not Covered and Section II – Liability Exclusions, the coverage did not extend to a motor vehicle unless used solely to service an "insured's" premises. There were concerns that a motor vehicle (such as a riding lawn mower), otherwise covered would have no coverage if it had been used even once in the past to service a neighbor's premises. The policy now states that there is coverage for a motor vehicle "used solely to service a residence" (and not the "insured's" premises ... for "bodily injury" in such a case, but "property damage" as well. • &# 160Controlled Substance The liability exclusion for loss resulting from the use, sale, manufacture, delivery, transfer, or possession of a controlled substance had an exception for the legitimate use of prescription drugs by a person following the orders of a licensed "physician" . Recognizing that dentists, nurse practitioners, and other health care professionals also have the legal right to prescribe drugs, ISO changed the wording to "following the lawful orders of a licensed health care professional" . Good News, Bad News Some of the policy changes, while reducing coverage in one way, broadened coverage in another. The most significant of these include: • &# 160Electronic Equipment Limits The Electronic Equipment coverage has ...