(The following article was derived from Ms. Cunningham's presentation at the 2006 ASCNet "TENcon" annual meeting, which was held in September in Dallas.)
ONE OF THE biggest challenges agents face today is achieving organic growth. As the market continues to soften, the task is not going to get any easier. But even as revenue per account decreases, the top-performing producers and agencies find a way to increase sales productivity and to continue to grow.
How do they do it? We've drawn some conclusions from our experience as agency consultants, as well as from our agency surveys and an analysis of other industry studies, including the Independent Insurance Agents & Brokers of America's Best Practices reports. In this article, I'll discuss what makes top producers and sales-driven agencies stand out from the pack.
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