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PAUL T. MURPHY INSURANCE: WITH A LITTLE HELP FROM HIS FRIENDS By Dennis H. Pillsbury When Paul Murphy graduated from college in 1988, he started selling Life insurance, but quickly moved to Pr...
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SEMINAR SELLING WORKS! by Dennis Pillsbury Use seminars to educate rather than sell your clients and prospects. Seminar selling has become one of the latest fad...
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SEXUAL HARASSMENT: SOME PREVENTIVE MEASURES by Edward Piantek What can employers do to reduce the occurrence of potentially costly third-party liability lawsuits? Plenty. Keep in mind that court...
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WHAT IS AN AGENCY WORTH? by Roy Phillips, CIC, CPIA Agency management consultants are often asked, 'What is the value of an independent insurance agency?' During the 15-plus...
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THE ORIGINS OF DIMINISHED AGENCY VALUE by Roy Phillips and Dan King What factors contribute to the reduction of an agency's value? In our experience of evaluating hundreds ...
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DIVORCE AND AGENCY VALUE: SEPARATING GOODWILL by Roy Phillips In my agency valuation work with agents and their spouses in divorce cases over the past 15 years, the issue of profe...
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CALCULATING AGENCY VALUE by Roy Phillips When buying or selling an agency, be sure the price is right: base the value on projected pre-tax profit and an expert's opinion. ...
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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&...
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PIRACY OF EXPIRATIONS by Roy Phillips and Thomas Braniff When the film Pirates was released, it broke all box office records for any pirate movie. There seems to be another record breakin...
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E&O LEGAL ACTIONS: THE AGENCY NEMESIS by Roy L. Phillips, CIC, CPIA and Dan R. King, CPIA This article addresses an insurance agency's the most common practices that lead to Errors and Omissio...