A NEW LOOK AT INSURANCE AGENCY VALUATION by Carol Hammes Its becoming increasingly important for agents to recognize that having a complete, professionally prepared appraisal won&...

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.

AGENCY GROWTH AND THE PERPETUATION DILEMMA by Carol Hammes Despite the incredible deepening of the commercial soft market, many independent agencies have continued to grow and have been qu...

AGENCY VALUATION ISSUES by Roy Phillips More and more banks are entering the insurance industry by buying agencies, leading owners to ponder how to properly determine their agency&...

AS GOES AGENCY GROWTH, SO GOES VALUE by Chris Burand Growth is a key factor in an agency's value. Chris Burand explains why poor or erratic growth is a risky investme...

BANKS AND P/C INSURANCE AGENCIES REALITY CHECK PART I: DO YOUR DUE DILIGENCE by Chris Burand Do bank stockholders benefit from acquisitions of P/C agencies? The answer? Yes,...

CULTIVATING THE AGENCY TEAM by Carol Hammes Use these ingredients to build and maintain an effective operation. Whether your agency's business plan includes growth from internal pr...

DIRECTING AGENCY SALES EFFORTS by Carol Hammes Follow this four-step process and watch your sales and earnings grow. Sales management doesnt have to be complicated. I...

DONT LET GRAND CLAIMS OF SUCCESS FOOL YOU! by Chris Burand Have you ever wondered how the agencies in all those magazine articles grow so rapidly? You might be surprised. Mo...

FEE VS. COMMISSION-DOES IT MAKE A DIFFERENCE? The following article focuses on the insured's perspective of fee and commission based broker remuneration. Understanding the philosophies of both can b...