VALUATION AND STRUCTURING OF BUSINESS COMBINATIONS by Carol Hammes There are three key elements that must be considered when valuing and structuring a business combination between insurance agen...

VALUING INSURANCE AGENCIES by Al Diamond One Time, One and One-Half Times, Two Times. Multiple of Commissions, Multiple of Revenues, Multiple of Earnings. In this document, Al Diamond t...

Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.

WHEN BIG REALLY IS BETTER THAN HUGE by Chris Burand Companies today are pushing, requesting, cajoling, and demanding that their agents produce bigger and bigge...

The book of Life/benefits business springing from your P/C business can be as valuable as, or even more valuable than, your P/C book. For this reason alone, identifying who owns that book under all conditions is important.
Two parties might challenge your ownership: Life producers and Life carriers.

There's no such thing as a risk-free acquisition. Deals fail for a myriad of reasons. One is that...

WHY BUSINESSES LOSE CUSTOMERS After a 40-year career as an automobile dealer, Martin Bury wrote of his experiences in the book The Automobile Dealer (Damascus Publishing, Gresham, OR). A...

YOUR AGENCY NEEDS TO SAVE TIME RIGHT NOW by Grace Bauer In these tough times, your agency needs to operate as efficiently as possible so that you can maintain your book, sell more busines...