NONDISCLOSURE AND CONFIDENTIALITY AGREEMENT AGREEMENT made this ____ day of ________, 20__, by and between THE SELLER INSURANCE AGENCY, INC., a Massachusetts corporation having its principal pl...

PERPETUATION: ITS NOT JUST A MONEY THING by Chris Burand When agency owners think of perpetuation planning, they often think only of the financial aspect: Selling their agencies. I...

In most agencies today, the total commission of a Personal Lines account will equal or exceed the commission of a Non-exception Commercial account. In this document, Jack Fries asks why you’d pay a CSR more money to handle a lower commission account.

SECURE A COMPANY APPOINTMENT, PART I: ANALYZE THE NEED by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. Securing a com...

TO BOOST PROFITS, CUT AGENCY EXPENSES: PART III by Jack Fries and Gary Holgate This final installment in a three-part article provides guidelines for using expense controls to improve you...

USING AUTOMATION SYSTEMS TO MEASURE CSR PERFORMANCE by Karen Flaherty Your agency management system offers a number of tools for evaluating CSRs. Many agencies are using their aut...

VALUATION AND STRUCTURING OF BUSINESS COMBINATIONS by Carol Hammes There are three key elements that must be considered when valuing and structuring a business combination between insurance agen...

Have you ever considered what just one customer is worth to your business over a five to ten year period or longer? Carl Sewell is one of the nation’s leading Cadillac dealers. In his book, Customers for Life, Sewell calculates the amount of revenue an auto dealer could realize from an average buyer if the dealership could keep the customer for life. Would you believe $332,000? And that’s just one customer! In this article, Vicki Lenz shares her top 10 reasons for creating customer loyalty.

There's no such thing as a risk-free acquisition. Deals fail for a myriad of reasons. One is that...

WHY ARE WE ALWAYS BEHIND? by Pegi Flahault The staff is always running behind, and you can't seem to find a solution. Before the solution can be determined, the cause must be identified. One po...