“High Touch” vs. “High Tech”


Several articles in this issue of Agency Sales advocate the importance for reps to embrace the use of technology in their business and personal lives. However, having just returned from a national conference for association executives, I can’t help but be reminded of the continued benefits of “high touch” over “high tech” when it comes to personal development.

In attending this conference, we were able to more readily identify some of the reasons that in-person professional development forums are so important. They:

  • Provide a venue to network with others in your profession.
  • Communicate what’s new.
  • Reinforce the importance of what
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Editorial…In the Field


MANA has preached long and hard to its members that they not only have a business plan for their agencies, but that they proactively and willingly share that plan with their principals. Such a plan indicates the level of professionalism your firm possesses and serves as a map pointing the rep to where he wants to go and what he wants to achieve for himself, his customers and principals.

An integral part of any business plan should be a list of the services the rep will provide and the functions he’ll perform for his principals. At the same time, reps … Read the rest

Editorial in the Field

  • Is there special education/training I should undertake to maximize the chances of becoming a successful rep?
  • What are practical steps to follow when opening an agency?
  • What do I do if a principal unfairly terminates me while still owing me commission?
  • What’s the most effective way to find new lines?
  • Do I really need an attorney, accountant, banker, etc.?

All of these are excellent questions, and this isn’t the first time they’ve been asked. More important than knowing the answers to each of the questions, however, is knowing where to get the answers. That’s a slight turn on the old … Read the rest