$200,000 GROSS COMMISSION PER PRODUCER: DREAM OR REALITY? by Chris Burand Whats your agencys break-even point for producers? Does $200,000 sound high? Read this document b...

10 STEPS TO OVERCOME COMPETITION by Jack Burke Remember the first time you experienced a Chinese box set? As each box opened to reveal a smaller box, you wondered with childlike curiosi...

This article should challenge your thinking and management style and create new opportunities for you to build more Personal Lines sales. To improve your sales, your staff must change how they see themselves, develop their own reasons for doing what you want them to do, establish strategies to use the skills they already have, and adopt new ways of communicating.

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.

ACQUISITIONS: IS BIGGER REALLY BETTER? by Chris Burand Although, in general, growth is essential for agencies to retain markets and profitability, unrestrained growth via ac...

AGENCY FINANCIAL PLANNING: TODAY AND TOMORROW by Carol Hammes There can be little doubt that changes are in the wind in the Commercial Property/Casualty marketplace. Some industry observers have...

AGENCY PERPETUATION by Dr. E.J. Leverett, Jr., CLU, CPCU Agents and brokers need a clear picture of their objectives in order to successfully attain them. The objectives of an insur...

AGENCY SALES: SYNERGIES AND LAYOFFS by Chris Burand Employee layoffs after an acquisition mean that an agency has serious management issues. A ...

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...

AGENTS CAN NEGOTIATE CONTRACTS by Chris Burand When it comes to re-negotiating company contracts, if you dont ask you dont get! Suppose you own an agen...