AGENCY PRODUCER RECRUITING: CHALLENGES AND SOLUTIONS by Sharon Cunningham Its a classic conundrum: As an agency grows in size, it becomes harder and harder for its producers ...

BANK LESSONS FROM JOINT VENTURES AND AGENCY ACQUISITIONS by Robert Smith The trade press has been filled over the course of the past two years with announcements of banks entering the agen...

Ten years ago it took $5 million in total agency revenues and about $30 million in Property/Casualty premiums to land on the top 100 agency list. Now an agency needs to have in excess of $10 million in revenues and $60 million in premiums to make the cut. Ten years ago the average independent agency in the country had $250,000 in total revenues with six to seven people. Today the average is close to $600,000 in revenues, also with six to seven people. To use a phrase from Bob Dylan, "the times, they are a changing."

DO BANKS OVERPAY FOR P/C AGENCIES? by James M. Campbell Since 1998, the banking industry has been the most active acquirer of Property/Casualty insurance agencies....

How to determine if your agency or brokerage has a true sales culture

Even though you might be able to show extensive evidence that your agency is highly productive, profitable, or well capitalized, how do you measure your “sales culture?”

NEW PRODUCER RECRUITING: A GROWING CONCERN FOR AGENCIES by Suzy Hammett The more effective your producer recruitment program, the healthier your bottom line. As an agency expands, it...

NURTURING CLIENT RELATIONSHIPS by Jack Burke I opened the book Relationship Aspect Marketing with some statistics that have withstood the test of time in relation to why businesses lose t...

PRODUCER RECRUITMENT: FACING THE CHALLENGE by Mark Shlien Todays industry climate presents a challenge for most owners who want to see their agencies continue as independent entiti...

SEVEN MUSTS FOR INSURANCE AGENCIES TO SURVIVE AND THRIVE by Bobby Reagan Some independent agents wonder, 'What will it take to be around for another 100 years?' This seems a litt...