Agency Operations

The Contact Grid is the management system by which the agency employees manage their relationships with the clients and prospects, and the agency management controls and knows that the expected…

Compensation depends upon what the producer does for the agency and client, NOT how long he’s been with the agency or even how much he has produced in the past.…

Incentive Compensation defines a change in compensation method in which employees achieve increased compensation (raises) for increased productivity. It teaches employees the shocking truth about growth and profitability — we…

A “Legendary” agency is one who rarely loses customers unless the customer dies, moves or sells his/her business. It also has a regular, measurable, flow of referrals generated both by…

Studies indicate that in 1950, customer loyalty was at 66%. A half century later, customer loyalty had decreased to 12%. We believe that the insurance industry has tracked this trend.…

A few years ago we visited an agent who boasted about continuous strong advertising and marketing efforts but bemoaned the lack of growth in his agency. Our consultants asked the…

It used to be the $1 Million ceiling. That was the level of revenue at which an individual agent with a few helpers had to become a business with different…

For many years we have criticized the common practice of price quoting as the insurance agent’s primary sales method. Price is certainly important. But it’s rarely the only issue facing…

Once upon a time, insurance buyers who wanted auto and homeowners policies found it necessary to visit their insurance agents (or be visited by them in their homes) in order…

The smartest agents train their producers to quickly identify those classifications of prospects who have no intention buying insurance from you. These prospects fall into various categories but are fairly…