Selling in every industry and every size of business is changing so radically...

AGENTS AND CLIENTS: CLOSING THE GAP by Emily Huling Agents and clients have different priorities. A recent Independent Insurance Agents of America study revealed that 59% of Personal Line...

BEYOND BEST PRACTICES: ARE YOU EXCEPTIONAL? by Tom Doran What are the five most crucial success factors to which you would attribute your success? This is the fundamental Best Pract...

We all know that doing business today is differs dramatically from even a few years ago. In spite of what might seem so obvious, many of us keep clinging to a familiar past with nothing less than stubborn tenacity. Although it’s easy to spot others who have fallen behind, it takes almost desperate determination to drown out the noxious notion that we might be out of sync.

TO FEE OR NOT TO FEE? by Richard Weber For the deliverer of services and products, the issue isnt fees. Its about how theyre paid for the services they perform ...

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!”

A shooting. A car crash. A fire. We read of disasters all the time, but most of us are lucky enough to go through...

WORKPLACE MANAGEMENT: BUILD CONSISTENCY by Pamela Millard When things go wrong, a typical first reaction is to think that the employee made a mistake or failed to follow procedures. Often...