Mary M. Eisenhart Joins Agency Management Resource Group

Sponsored Content July 30, 2004

Cheryl L. Koch, CPCU, CIC, ARM, AAI, AIM, AIS, ARP, AAM, API, ACSR, owner of Agency Management Resource Group of Lincoln, CA, a leading provider of consulting and training services to independent agents and companies, is pleased to announce that Mary M. Eisenhart, CPCU, ARM, ARe, RPLU, CIC, CPIW, has joined the firm as Managing Partner of the firm’s consulting division.

Ms. Eisenhart brings 24 years of company and agency experience, including the last 8 as a management consultant, to AMRG’s existing staff of consultants and trainers. Her primary focus will be on agency operations, E&O audits, and technology implementation.

In a related move, AMRG has also added Michelle Vogelman as Director of Marketing and Events. She will be responsible for overseeing the firm’s programs, including continuing education classes, and the Ultimate Producer™ and Ultimate Agency Manager™ schools. Ms. Vogelman previously served as Director of Sales Programs for the National Alliance.

Who is AMRG?

* Agency Management Consulting
* Education and Training
* Program Development and Implementation
* Keynote Speaking
* Managing Company / Agency Diplomacy

And, for the Fall:

Agency Management Resource Group Presents
The Ultimate Producer School™
Essential Training for the Next Generation

How the Program Works

Classes meet one week per month over a three-month period in Sacramento, California:

September 20-24, 2004
October 18-22, 2004
November 8-12, 2004

Your producer returns to his or her agency to practice newly learned skills and develop goal-oriented marketing plans. Progress toward goals is tracked and monitored between sessions. Upon completion of the program, the producer is no longer a raw recruit, but a well-trained professional salesperson. During the program, your new producer will receive technical insurance training with emphasis on:

Creating high-quality submissions that insurers really want to work on
Speaking the language of the insurance consumer for better understanding
Working with diverse groups of people toward a common goal
Assisting customers in making decisions that will benefit them
Practicing ethical decision-making to improve success
Setting lofty yet achievable goals to ensure focus and effectiveness

Why Our Program is Your Best Choice in Producer Training

Our instructors work in REAL agencies with REAL people each and every week. From that perspective, they are able to view the best practices of some of the country’s leading independent insurance agencies. While technical training is vital to an individual’s success, translating what is learned in the classroom into real-world situations is of even more importance. Our approach, which allows the producer to return to the agency between sessions, mixes the academic setting with the agency environment. When they return to the classroom, successes (and disappointments) can be shared and mid-term corrections made to improve overall results.

Students will receive a minimum of one hour of telephone consultation between sessions. After completing the program, quarterly follow up by phone, email, or Webcast will help keep them on track.

All UPS students are required to identify an agency mentor or sponsor who will assist in the producer’s development within the agency. We will share their progress with this person and help ensure a smooth transition when the formal training is over.

Participants have the option of sitting for five of the nine required examinations leading to the Accredited Adviser in Insurance (AAI) designation, the industry’s top program geared exclusively to the needs of producers and agency owners. The remaining exams will be offered through AMRG following completion of the Ultimate Producer School™.

Our Instructors


Patrick G. Gaffney, CPCU, CIC, AAI, RPLU

Mary Eisenhart, CPCU, ARM, ARe, RPLU, CIC, CPIW

How the Program Benefits the Agency’s Bottom Line

* Reach profitability faster on each new producer due to intensive training
* Reduce E&O exposures by enhanced knowledge
* Realize higher retention of customers and employees
* Reduce expenses by pre-qualifying applicants and improving hit ratios
* Improve carrier relationships due to better risk selection and preparation of top-notch submissions
* Train up the Next Generation of agency managers and owners to assume leadership positions in the future
* Improve profitability by cross-selling, upgrading and rounding out accounts

Why leave training to chance? Since 1999, we have been helping agencies develop their sales and customer service staff, building their careers and enhancing the quality of the agencies they represent.


Michelle Vogelman, Director of Marketing and Events, at 512-996-0349, or email:

To Earn More, You Have to Learn More!

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