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&...

In spite of 19th-hole braggadocio about rising sales figures, bottom-line results, and upcoming prospects, businesses do stall and stagnate. Streamline.com was a raging Internet stock until it ran into a wall. Kodak used to be a Wall Street favorite, and now it's struggling to find itself. P&G once had 99.44 % acceptance; now the tide seems to have turned. For years, Xerox set the standard; then it lost direction.

BOOST AGENCY VALUE BY WINNING THE WAR FOR TALENT by Bobby Reagan The future of your agency depends on attracting and retaining qualified and capable producers. There are plenty of &...

CHANGING ENVIRONMENT MAKES HIGH VALUED AGENCIES EASIER TO RECOGNIZE by Robert Smith Stories are starting to circulate around agency/brokerage meetings, 'Did you hear what the ABC or XYZ Age...

CUSTOMER SERVICE AS PROFIT CENTER by G. Edward Kalbaugh In a service business, customer relationships fuel the engine of sales. This tenet is especially important for insurance agents, whose...

PRODUCT OR SERVICE? by Jack Burke Product or service? That is the conundrum, the rub, the question! And the answer to that question could contain the secret ...

It's easy to lose sight of the fact that agencies are in the service business. But consider that all agents sell the same product-insurance. Why do some agencies blossom while others wilt? Service and marketing are keys. Too often, getting new customers (through marketing) is emphasized at the expense of keeping customers (through service). You have to do a first-rate job at both to have first-rate growth and to control expenses

VALUING INSURANCE AGENCIES by Al Diamond One Time, One and One-Half Times, Two Times. Multiple of Commissions, Multiple of Revenues, Multiple of Earnings. In this document, Al Diamond t...

WHOS REALLY IN CHARGE OF YOUR AGENCY? by Ted Baker Adapted from a presentation at the AMS Users Group 2007 National Conference. Before we get started, Ill ...