AGENCY FINANCIAL MANAGEMENT: CONTROL EXPENSES AND BUILD YOUR BOTTOM LINE by Sharon Cunningham Proven ways to increase potential earnings and investment value of your business. You might...

COMPENSATING THE CROSS-SELL by John Jaques A simple method for cross-selling employee benefit coverages to Property/Casualty clients is to establish a disciplined program for the ...

CSR PROFIT-SHARING INCENTIVES Here are suggestions for CSR incentives: For CSRs who remain with the agency for a full year, split 25% of the increase in the commission incom...

Finance, it is often said, is the language of business. This may well be true, but there are a lot of us who don't understand the language and could be described as 'financially illiterate.' It doesn't have to be that way and you don't need an accounting background to become financially literate.

MAKE A SMARTER DEAL: BASE AGENCY VALUE ON PROFITABILITY, NOT A MULTIPLE OF COMMISSIONS! by Roger E. Thomas What multiple does an agency sell for these days? 1.25 times commission? 1...