Oregon Agent Winter 2018

to regain their posture as New Business producers, but the
motivating factors are a little different for each type.
If you have a true Salesman Personality in your producer, the
correct action is to take their lowest five percent of clients
(by revenue size) and re-assign them to an Account Manager
or to an Account Executive. Your goal, of course, is to retain
as close to 100 percent of your clients every year AND,
simultaneously, have your production team both replace
lost clients and grow new clients every year. The advent of
Account Managers for smaller accounts in partnership with
the producers and Account Executives who assume an entire
book of business with the goal of maximizing retention will
take much of the producers’ workloads away, allowing them
time to prospect and penetrate new customer relationships.
Once true producers realize the luxury of more time, they
will penetrate more (and usually larger) accounts, paying
themselves and the agency better for their efforts.
Producers who have converted to Service Agents are
motivated differently than True Producer personalities.
While the True Producer personality is always looking for
more money and will do anything you permit to grow that
compensation, Service Agents are seeking to solidify their
on-going compensation according to the revenue levels that
have permitted them to achieve their current comfort level.
The motivation for a Producer turned Service Agent is to
continue to pay their residual commissions only if the book
of business grows (as defined by either revenue growth
or customer count growth) each year. Knowing that their
income level depends on growth, they will regain their
motivation to sell.
There is much more involved in either the Producer Incentive
Program or the Service Agent Incentive Program that is
specifically tailored to the producer and current condition of
the agency in question. We invite your call to familiarize us
with your producers and allow us to create specific incentive
programs to keep them involved in customer growth within
your agency as long as they work for you.
Reprinted from The PIPELINE, the national newsletter for agency
principals. The PIPELINE is published by Agency Consulting
Group, Inc., leading consulting firm for independent agents
in the U.S. for over 3 years. Call 800-779-2430, email info@
agencyconsulting.com, or visit www.agencyconsulting.com
for information about the content of this article or PIPELINE
subscription information.
Preferred Property Program can help you procure Umbrella
coverage for your insureds with an AXV A.M. Best rated carrier
for the following types of risks:
Developer Sponsored Boards
Master Associations
High-rise Associations & Apartments to 35 stories are eligible and more
Limit options ranging from $5 million to $50 million
Coverage can include excess D&O ● General Liability ● Auto ● Employee Benefits
Employers Liability, Including Employment Practices Liability*
(*if covered under the D&O)
Follow Form EPLI is available only up to $25 Million limit
AURA
In 2016 we partnered with American Union Risk Underwriters (AURA) located in Florida.
With our new partner we can now also offer our comprehensive Umbrella, with
unsurpassed service and for the following types of risks:
Hotels ● Motels ● Timeshares ● Lessor’s Risk Enclosed Malls Shopping Centers
Retail ● Office Buildings ● Warehouses ● Light Industrial Apartments
Limit options ranging from $5 million to $100 million
For information on our AURA program, contact our experienced underwriter Tom Clementi at 877-506-1430
or visit our website, www.aurains.com
A subsidiary of
101 Crawfords Corner Road, Suite 1300
Holmdel, NJ 07733
For more information
contact our team of Underwriters
888-548-2465
www.ppp-quotes.com
Winter 2018 • The Oregon Agent 19