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THE BALANCE SHEET DOES MATTER! by Chris Burand Chris Burand explains why a balance sheet definitely matters in an agency sale. The degree to which it matters depends on the quality of t...
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THE KEEP/SELL DECISION by Brian Burke Agency owners who are faced with the decision of keeping or selling their agencies can't really explore one of these routes without investi...
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THE PRICE OF GROWTH: COMPENSATING NEW PRODUCERS by Lee Schexnayder When agency owners discuss hiring producers, the question...
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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!”
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TWO FUNDAMENTAL CHALLENGES FOR AGENCIES by Chris Burand How well is your agency developing quality producers and how effective is your management? Successful agencies fac...
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WHY WORRY ABOUT RETIREMENT? by Chris Burand My experience in working with insurance agency owners is that most have a difficult time planning their retir...