AGENCY ACQUISITIONS: BUYER BEWARE! by Sharon Cunningham Dont overpay for an acquisition! When Quaker Oats purchased Snapple Beverage Company in 1994 for $1.4 billion, they...

AGENCY FINANCIAL MANAGEMENT: CONTROL EXPENSES AND BUILD YOUR BOTTOM LINE by Sharon Cunningham Proven ways to increase potential earnings and investment value of your business. You might...

AGENCY PRINCIPALS: DONT PUT OFF PERPETUATION PLANNING! by Sharon Cunningham One of the most critical issues facing the Independent Agency System is the need to transfer s...

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 ...

ARE YOU REALLY DERIVING BENEFITS FROM AUTOMATION? by Sharon Cunningham Although many agencies have invested heavily in automation systems, many firms have yet to deri...

ATTRACTING AND RETAINING EMPLOYEES IN A COMPETITIVE WORLD by Sharon Cunningham To hire, and keep, quality workers, follow these guidelines. A consistent trend nationwide is the ...

HOW IS YOUR COMPENSATION PLAN LINKED TO PERFORMANCE? by Sharon Cunningham Now well into the new year, agencies throughout the country are taking a close look at their year...

Personal Lines competition continues to intensify, as more and more players enter the marketplace. However, independent agents can fight back — if they're willing to make some fundamental changes in the way they do business. In this two-part document, Peter van Aartrijk presents 17 ways to help you build your Personal Lines book. If implementing all of them seems impossible, try three or four. But make a commitment, and go for it.

HOW TO PASS THE REINS by Sharon Cunningham Ron Hort...

HOW TO REMAIN COMPETITIVE IN A CHANGING INDUSTRY by Sharon Cunningham Sharon Cunningham's consulting visits with agencies hav...