COMPENSATION: MODULE III-B INTRODUCTION Producers and CSRs must be compensated for Life production, but how? It seems there are as many ways to structure a compen...

THE NEW SMALL AGENCY by Steve Anderson Theres never been a better time to start a new insurance agency than today. This might seem like a strange comment, given the current state o...

An agency valuation I completed recently came in considerably lower than the agency owners expected. The reason? Their balance sheet was very poor and they were materially out of trust: Meaning that their ratio of Accounts Receivable + Cash to Accounts Payable was less than 1. The agency principals were quite upset that I would decrease their value for this reason. They retorted, “We always pay our companies on time, our companies have never been hurt by this, our customers have never been hurt by this, and our CPA has never found fault with this practice. You're the only one who thinks it matters!”