A PERPETUATION PLANNING PRIMER by Tom Doran No one expects the current frantic pace of merger and acquisition activity to last forever. When it does cool off, more agency own...

You could be better off by acquiring a sales superstar than buying another agency.

Every year the numbers seem to get more outrageous. Pay levels for “impact player” athletes such as LeBron James and Tiger Woods continue to climb into the stratosphere. And it isn’t just athletes. You name the endeavor, whether it’s in the business, entertainment, or even the academic world, and there’s a near-universal phenomenon occurring: Impact player inflation. Despite the fact that it drives a lot of people crazy to hear that some people are making so much money, there’s a simple reason for the inflation: The impact players are worth it.

AGENCY OWNERS AND CONSULTANTS: A WIN-WIN RELATIONSHIP by Edward Curry Perceptive agents never lose sight of what makes their agencies succeed. Sooner or later, most...

AGENCY SURVIVOR: OUT-SELL, OUT-MARKET, OUT-COMPETE! by Robert C. Smith Make sure that your agency doesnt get voted off the island. Mor...

AGENCY VALUATION, MERGERS & ACQUISITIONS: IS IT A NEW DAY? by Robbie Smith The significant loss of surplus from the 9/11 catastrophe, together with an already compelling need for r...

ALTERNATIVE WORK SCHEDULES: TRY FLEXTIME by Judith Newman Innovative work schedules that depart from the traditional five-day, 'nine-to-five' variety have been around now for over 20...

Help your top producers grow your agency & and their income!

Many of our clients find themselves the recipients of a decidedly mixed blessing. On one hand, they are successful because they employ many of the top producers in their community. On the other hand, since many of the community's top prospects already work in their agency, there's not much sales talent left to hire. They're ready, willing, and able to invest in future growth, but don't know quite how. If only they could find a way to replicate their top producers, their agency's market share would balloon.

ARE CSRS lsquo;EXEMPT EMPLOYEES? by Judi Newman and the IIABA Virtual Faculty Is the customer service representative (CSR) position in an insurance agency considered ...

If you're a principal in a privately held insurance agency, establish a value creation quota for each shareholder. Here's how: A month before your next planning retreat, provide each shareholders with a statement showing the value of his or her share of the agency's stock. If you don't have an appraisal, simply use your best estimate.

AUTOMATION'S IMPACT ON MERGERS AND ACQUISITIONS by Angela Bemiss The agency management system of both players plays a critical role in making the deal. With so many agenc...