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AGENCY MANAGEMENT
Incentive Compensation for Non-Producers

Should employees who are not producers participate in some sort of profit-sharing or incentive compensation plans (ICPs)? Yes! An ICP can provide a powerful incentive to motivate performance if properly constructed.

SALES
Strategic Planning for Salespeople

“Ready, shoot, aim.” That’s the all-too-common description of the producer’s modus operandi. In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Times have changed and the job of the salesperson has become much more complex.

CUSTOMER SERVICE
Fixing $12 Haircuts

The owner of a beauty salon was worried. He had a large and happy clientele who willingly paid his $30 per haircut fee, but noticed an obvious decline in customers when another shop opened less than a block away offering $12 haircuts. Then he came up with a brilliant idea…

TECHNOLOGY
Filesharing

All the kids are doing it. And depending on which news reports you read, it’s either the inevitable wave of the future or another sign of the collapse of our society—or both. But what is filesharing really and why should you be wary of it?

COVERAGES
Loading and Unloading…PAP or HO?

A woman who was in a wheelchair was attempting to get into her vehicle. As she turned in her chair, she accidentally hit another vehicle causing damage to the auto. The woman reported the incident to her auto and homeowners carriers.
Each has denied the claim, saying the other policy should respond. Who’s right?

Video

Cover Story
What’s Keeping LTCi from Achieving its Full Potential?

If you ask most people heading out the door if they would grab an umbrella with a 40% chance of rain, the answer would probably be yes. So when it comes to Long-Term Care insurance (LTCi), why might many independent insurance agents tell you that getting their customers to purchase it is a difficult sale?

Chairman's Voice
Making Best Practices Work for You

Have you had your fill of platitudes and magic bullet solutions to your agency’s problems? Do you wish there was a source of accurate and credible information on what the top agencies are really doing that makes them successful?

Forms & Substance
Self-repairs, Insurable Interest, Domestic Employees
Profit and Overhead When Insureds Repair Their Own Damage; Insurable Interest in Personal Property; Covering Claims by Domestic Employees

On Branding
The Power of Personal Websites

Like The Who said: “Who are you…who who…who who?” So, how do people know you, and more importantly, how do you get known? How do you become “the insurance pro”? It’s called branding, and it starts with what you do when you meet someone.

On the Hill
Flood Insurance Battle Rages On

In late December 2011, President Barack Obama signed H.R. 2055, the “Consolidated Appropriations Act” (known as the mini-bus) into law, extending the National Flood Insurance Program (NFIP) until May 31, 2012. The NFIP would have otherwise expired a few hours later at midnight on Dec. 23.

Ace Insura
The Case of the Fragmented Figurine

Humpty Dumpty took a fall...and broke. The woman who dropped the figurine—owned by her boss—asks Ace if her homeowners policy would cover the cost to replace the antique, which she was bringing to an antique show for an appraisal. The answer to her question, Ace says, depends on whether or not her boss required her to do the task.

Insurance Views
Put Some Stories in Your Playbook

When a football coach positions his defense, he spreads players over a wide area. Some line up to the left of the ball, and others line up to the right. Some take stances near the line of scrimmage, and others position themselves away from it. Many cluster near where plays most often come but a few scatter to areas of less action and more risk. Why is that?

Online Extras
Incentives, Filesharing, PAP vs. HO
Incentive Compensation for Non-Producers; Strategic Planning for Salespeople; Fixing $12 Haircuts; Filesharing; Loading and Unloading…PAP or HO?

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