ASPECTS OF PERPETUATION MANAGEMENT by Catherine Oak and Bill Schoeffler Most agency owners do not have a structured plan to perpetuate their lifetime's work-the firm. It wo...

To cross-sell effectively, you’ll need to define the “competitive advantage” that shows the client why buying from you will benefit them. Take these four steps to cross-sell your clients by showing them that you can meet their needs more effectively than their incumbent agent.

EXTERNAL GROWTH WITH SUCCESSFUL ACQUISITIONS by Carol Hammes Be prepared to do an acquisition before the opportunity presents itself. INTRODUCTION Most agencies will have the opportu...

This four-part article offers a step-by-step, comprehensive plan for growing your agency’s business.