AGENCY EQUITY: LEVERAGING YOUR INTANGIBLE ASSETS by Paul Di Stefano and G. Edward Kalbaugh Deploy equity by using it as collateral or releasing it in return for something else of value....

COMPENSATION PROGRAMS THAT ATTRACT, RETAIN, AND MOTIVATE TOP PERFORMERS by Suzy Hammet Dont jump to the conclusion that you have to offer top-dollar salaries to attract the most ta...

Which comes first, the chicken or the egg? There’s a general perception that agency value has been increasing during the past few years. Bill Schoeffler explains why this belief is partially true and partly the result of a self-fulfilling prophecy.

During the past few years, there have been some notable acquisitions of agencies that seemed to push the agency value envelope. In some cases, banks were making their platform acquisition and thus willing to pay top dollar to their first acquisition of a large, well-run firm. In other cases, publicly traded firms were able to exploit their high price-to-earnings ratio to offer a high price to the seller.

OWNERSHIP ISSUES AND COMPENSATION by Carol Hammes During the past several months we have been addressing methods for compensating agency staff, managers, and salespeople. How should...

STRATEGIC PLANNING OF HUMAN RESOURCES by Mary Beth Bolen To develop your human resources, ask yourself these questions. Planning the income strategy for a profit center or depa...

THE FOUR PILLARS OF AGENCY MANAGEMENT by Bill Schoeffler and Catherine Oak There's no single ideal way to set up and ad...

THE SIX -STEP SALES TRAINING PROGRAM FOR THE CSR by Dana Falardeau, CIC Train your CSRs to sell and watch your revenues grow! Who speaks to your customers more than anyone els...