How you value your L/H book of will impact perpetuation, profits, and cross-selling opportunities.

Stephen Covey wrote a seminal book on how to run your life and your business, The Seven Habits of Highly Effective People. It’s a must read to fully understand the concepts of this article. Once you've read the book read it again at least once every quarter until you've absorbed these ideas into your psyche and are living those seven habits. One of the seminal habits is “Begin with the end in Mind”. However, an even more important principle of life and business is always do what’s right for the end user.

MAKE A SMARTER DEAL: BASE AGENCY VALUE ON PROFITABILITY, NOT A MULTIPLE OF COMMISSIONS! by Roger E. Thomas What multiple does an agency sell for these days? 1.25 times commission? 1...

AGENCY PERPETUATION PLANNING CHECKUP by Paige Proctor This article is for the 70% of all agencies that now have perpetuation plans. Even though most agencies have plans for the futu...

TO FEE OR NOT TO FEE? by Richard Weber For the deliverer of services and products, the issue isnt fees. Its about how theyre paid for the services they perform ...

YOUR BOARD OF DIRECTORS by Ellen Lubin-Sherman You know what its like: You have to make a decision about your business, your job or family life or maybe its just s feed...

ALL-RISK DO YOU TAKE RISKS WITH YOUR BUSINESS? Dear (Customer Name): Most business owners have to take a few small risks if they're going to be successful. However, if you don't have All-Risk ins...

SELECT THE RIGHT PERSON FOR THE JOB! by Grace Bauer Choosing the wrong person for the job can lower morale, waste time ...

CAN YOU DO BUSINESS AT A FAMILY EVENT? by Bill Cates You can - but be very careful! If your friends perceive you as trying to do business at a wedding, it could hurt your chanc...

AVOIDING THE DANGERS: ITS NO TIME TO TRIP! by John Graham It happened on Thursday after lunch as I ran up five steps to the office holding a cup of coffee. On the second step, I tr...