Educate to Motivate

When agents and brokers were asked by this magazine in past surveys what motivated them to qualify for incentive conferences, the No. 1 answer, year after year, was “an all-expenses paid vacation.” It follows that the prevailing wisdom about sales incentive meetings has typically been to give top producers a unique trip that they couldn't reproduce on their own — emphasizing the “vacation” part of the component by offering a slew of outside-of-the-box recreational activities and