Individual Incentives: Motivate the Middle

George Perkins is convinced that the insurance industry's incen- tive vehicle needs fixing, and for the past couple of years, he's been tinkering under the hood.

The problem, says Perkins, CEO of Financial Marketing Systems (FMS), Inc., is that incentive travel programs are geared only toward the elite achievers. "As important as national incentive conventions are--and they are critical for your big producers--they have no bearing on 90 percent of your agents," Perkins says. "If you c

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