Managers Magazine articles from October 1994

Managers Magazine archives from October 1994

Premiums do not vanish! Make clearer illustrations our goal. (sales illustrations) (President's Page)
October 1, 1994... We have all heard that "nature abhors a vacuum." So do state insurance regulators. And these days, they are actively trying to fill one they believe exists in the regulations regarding sales illustrations. Many regulators believe the life...

Career seminars work: attracting high-profile recruits.
October 1, 1994... The opportunities that a career in financial services presents have never been better. With a stroke of a pen, we keep businesses together; we keep families from falling apart financially; and we see the hopes and dreams of children become...

Marketplace equity: efficient productivity in the world of intangibles.
October 1, 1994... No one has yet been able to predict the future. Hindsight offers such wonderful clarity that anyone armed with basic historical facts can sound like an expert. It's easy to understand how technology broke down the Berlin Wall, after the fact....

It works: mentoring drives productivity higher.
October 1, 1994... Mentoring, while not a new concept, has recently been receiving a lot of attention in the insurance industry. Advocates claim that it has numerous benefits, both for new agents who are proteges in a mentoring relationship and for experienced...

Mining for gold: developing your strategic plan. (part two of a two-part series) (Cover Story)
October 1, 1994... Before beginning the strategic planning process, you and your staff must fully discuss, massage and agree on shared value statements that were discussed in part one of this article [see Managers Magazine, September 1994]. After developing these...

A key to our success: developing successful entrepreneurs. (insurance agents as businesspeople)
October 1, 1994... "Kaizen" -- Japanese for "the state of continuous improvement," and a statement to live by for everyone in field management. Art Schooley, CLU, CFP, ChFC, general agent for the Kitchener-Waterloo branch of ManuLife Financial, clearly understands...

Accountable for what? (productivity of insurance agents) (Managers Handbook: Productivity)
October 1, 1994... Accountability is defined as being liable to answer for one's conduct. There are many things for which agents would be happy to be held accountable: * Technical expertise * Ethics * Ability to service clients' needs But what...

Replace opinions with facts. (Managers Handbook: Productivity)
October 1, 1994... "It's amazing we still find businesses trying to improve productivity and service by opinion and guesses, not facts," says Dr. Martin Stankard, publisher/editor of a new management report called Measuring Improvement. Stankard cited a...

Situational awareness. (Managers Handbook: Productivity)
October 1, 1994... Over the past 80 years of aerial combat, tactical experts have searched for the combination of ingredients that produced the ace as opposed to the average fighter pilot. Pilot training, physical ability, performance under stress,...

Cross-training. (Managers Handbook: Training)
October 1, 1994... The manager was furious. "Doesn't anybody take their job seriously anymore?" he wondered. He and his assistant manager were supposed to present a new advertising campaign at a meeting today and his assistant manager -- the only person who knew...

Dual-income families: a market to grow with. (Mining the Markets)
October 1, 1994... One of the more dramatic changes in the United States over the past two decades has been the growth of dual-income families. Today, the dual-income family is more common than the traditional one-income married household where the husband works...