HOW TO BUY, SELL, MERGE OR PERPETUATE AN AGENCY by Larry Morrison and Gary Jacobson A Comprehensive Look at the Best Ways to Handle the Biggest Events in the Life of Your Agency ...

HOW TO BUY, SELL, MERGE OR PERPETUATE AN AGENCY: INTRODUCTION - PART III by Larry Morrison and Gary Jacobson A Comprehensive Look at the Best Ways to Handle the Biggest Eve...

HOW TO BUY, SELL, MERGE OR PERPETUATE AN AGENCY: INTRODUCTION - PART IV by Larry Morrison and Gary Jacobson A Comprehensive Look at the Best Ways to Handle One of the Most ...

HOW TO BUY, SELL, MERGE OR PERPETUATE PART VI A Comprehensive Look at the Best Ways to Handle the Biggest Events in the Life of Your Agency by Larry Morrison and Gary Jacobson Edito...

HOW TO RECOGNIZE AND PREVENT FRAUD OR EMBEZZLEMENT by Alison Jones and Steve Flowers Many articles have been written about increasing an agency's income by instituting a formal planning proce...

Dear Dave:

Our agency has hired a full-time Life producer to handle Personal Lines only. We believe we have enough accounts to justify that move. She tested well for personality and potential, but she is fairly new in the Life business. She is closing about one out of four presentations, which sounds fine for a relative beginner, since the closing average for all agents is about one out of three. But since she deals with many Mortgage policies and writes reducing Term policies at fairly low premiums, the bottom-line dollars are low. We need to create more cash flow. What can you suggest?

INTERNAL PERPETUATION PLANNING by Carol Hammes One of the consequences of the prolonged period of competition in the Property/Casualty insurance marketplace is that a clear dicho...

LOSS PORTFOLIO TRANSFER by Al Rhodes A loss portfolio transfer (LPT) is one of the few transfers that can be a winning deal for buyer and seller. An LPT allows you to transfer claims to another ...

MAKE A SMARTER DEAL: BASE AGENCY VALUE ON PROFITABILITY, NOT A MULTIPLE OF COMMISSIONS! by Roger E. Thomas What multiple does an agency sell for these days? 1.25 times commission? 1...

MAKING THE MOST OUT OF AN AGENCYBUSINESS COMBINATION by Carol Hammes Its what comes after the handshakes that counts. INTRODUCTION Youve done the groundwork for a ...