AGENCY-COMPANY RELATIONS: COMPANY CONTRACTS by Carol Hammes How to get - and keep - the best company contracts. INTRODUCTION The relationship between insurance agents a...

AGENTS: COMPANY MARKETS AREN'T ALWAYS GOING TO COME TO YOU! by Andrew Barile One of the most important responsibilities of agents to themselves and their agencies is to maintain posit...

BUYING A BOOK OF BUSINESS by Richard Bergsund During the past nine years our executive search firm has been involved in a substantial number of assignments to find superior performers for internatio...

Ten years ago it took $5 million in total agency revenues and about $30 million in Property/Casualty premiums to land on the top 100 agency list. Now an agency needs to have in excess of $10 million in revenues and $60 million in premiums to make the cut. Ten years ago the average independent agency in the country had $250,000 in total revenues with six to seven people. Today the average is close to $600,000 in revenues, also with six to seven people. To use a phrase from Bob Dylan, "the times, they are a changing."

FINDING MARKETS: THE SPECIALTY PROGRAM CONSULTANT by Andrew Barile While a reinsurance intermediary operates between the ceding insurance company and the reinsurance company market, the...

This second article in a two-part series shows how to get a company appointment that can benefit you, your clients, and your carrier.

BEGIN THE SEARCH FOR A NEW CARRIER

PIRACY OF EXPIRATIONS by Roy Phillips and Thomas Braniff When the film Pirates was released, it broke all box office records for any pirate movie. There seems to be another record breakin...

PROCEDURES IN AN AGENCY Agency management requires planning, organizing, directing, controlling, and monitoring results. These procedures material will help, assisting you in training new staff, moni...

Whether you refer to them as trade secrets, books of business, or expirations, the major asset of an insurance age...