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CUSTOMERS: COMPLEXITY, INTANGIBLES, AND INSURANCE by Chris Burand During the past few months, regulations have been proposed that would require agents and brokers to provide clients co...
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CHOOSING AN ACCOUNTANT by Chris Burand The agency external accountant plays an integral part in every agency's operations. After reviewing many agencies financials, I've seen the unfortunate ...
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THE LU AND THE TORPEDO: A TALE OF TWO PRODUCERS by Chris Burand To paraphrase Robert Louis Stevenson, 'All men are salesmen, selling themselves, its just that not all men kn...
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MARKETING IS A BATTLE OF PERCEPTION - HAVE YOU LOST? by Chris Burand An agent asked me the other day how h...
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GEORGE, THE ETERNAL OPTIMIST by Chris Burand This object lesson shows how NOT to grow your agency. A few years ago, an agency principal let...
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CLUSTER TIPS by Chris Burand Cluster contracts among individual agencies or groups of agencies (not necessarily the major cluster-type agency organizations) are almost alw...
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THE IMPACT OF CLUSTERS ON AGENCY VALUE by Chris Burand In this document, Chris Burand addresses the question of how an agencys value is affected when it doesnt own...
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AS GOES AGENCY GROWTH, SO GOES VALUE by Chris Burand Growth is a key factor in an agency's value. Chris Burand explains why poor or erratic growth is a risky investme...
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WHY WORRY ABOUT RETIREMENT? by Chris Burand My experience in working with insurance agency owners is that most have a difficult time planning their retir...
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GET THE RIGHT VALUATION IN A BUY-SELL TRANSACTION by Chris Burand Valuing an agency can be a highly complex process. Who will read the valuation report? Unl...