Rewarding Good Behavior

Bassett, Michael
January 2007
Financial & Insurance Meetings;Jan/Feb2007, Vol. 43 Issue 1, p33
Trade Publication
The article discusses issues related to determining how incentives are awarded by financial services companies to agents and brokers. According to an article published in "The Wall Street Journal," certain companies have begun to consider ethical behavior as qualification criteria. Richard Franchella of RBC Dain Rauscher believes that incentive programs should recognize producers not just for their sales efforts, but also for meeting their clients' needs and objectives.


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