07
JAN
2016

ACTIVITY VS. SALES – PREDICTING PRODUCER SUCCESS

Sales iQ Activity vs Sales Which is the better predictor for producer success? Many agency principals and sales managers believe that compensation and commissions will motivate their producers. That’s true for those who are motivated solely by money. Many studies show that...
23
NOV
2015

NEGOTIATION SKILLS

As agents, we are required to negotiate frequently as a natural course of doing business. We negotiate every day of our lives with clients, prospects, underwriters,marketing reps, and Agency personnel. We negotiate on everything from rates to coverage, and from services to...