MEASURING UP Five common criteria employers use to evaluate advisors By Brian Freeman With more than a million insurance agents, brokers and service employees in the United States, businesses often find the task of researching, evaluating and selecting an advisor rather burdensome. With a seemingly endless array of options, they feel pressured to choose the right one, but how? And how do you, as an agent or broker, match what
Management
BUILDING TRUE SALES LEADERSHIP Holding producers accountable and changing counter-productive behaviors It’s not enough to tell producers they need to make more sales any more than it’s enough for a coach to tell the team to score more touchdowns. By Brent Kelly One of the most important yet under served areas of agency performance is sales leadership. While sales leadership is so vital, it is often missed. It’s like having
PEOPLE The most powerful, important, expensive, destructive and fragile business asset In business, we have attempted to become much more attuned to “people” issues. We have established personnel or human relations departments that in some places have now transformed to become people relations departments. By Dr. William T. Hold For some five decades plus, I have been deeply involved in the growth of The National Alliance for Insurance
SAVING THE FAMILY BUSINESS Tips for when a business owner decides to exit Succession We need to help the organizations we work with think of succession as a process, not an event … . By Randy Boss, CRM, MWCA, SHRM-SCP Someday a business owner will exit their business, whether they are ready for it or not. As risk advisors, we can make them aware of the problems that may ensue
SERVICE THAT STARTS WITH THE EMPLOYEE EXPERIENCE Eight characteristics of great service teams If an organization wants to improve the customer experience, perhaps they should first consider the employee experience. By Paul Martin When an organization considers the customer service it is delivering, it often looks to how they are treating the customer—what they are experiencing. How the customer feels after interacting with employees, or their satisfaction with the product
