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...educed price if they have no young blood to carry the existing book of busines...acquisitions, and joint ventures with banks, insurance companies, accountants,...

...mote a community cause; Hold a blood drive on the company premises; Ad...ilitation center; Join with local banks to develop an affordable housing p...

...eration opportunity to recruit new blood into the insurance industry. If you a.... CONCLUSION Given the recent bloodbath in the stock market, many inve...

...t possible talent because the “new blood” is assured ownership without the ne...al growth and profit stability to the banks that provide the leverage for buy...

... to modify the goals due to changes in market conditions, company representations, or internal personnel support issues. Perhaps the most critical plan for agency principals, however, is a Perpetuation Plan. When all of the owners are entering their 60s it might be too late to do much about perpetuation. Most will be forced to sell to an outside buyer for a reduced price if they have no young blood to carry the existing book of business or to produce new accounts for the buyer. And "young blood" isn't always the answer. Don't assume that the younger people in the agency want to pay you what you think is a good price for your ownership interest. Talk about it with them. Discuss it among yourselves. If one principal wants to get a son or daughter involved in ... respond? Know where each of you stands personally and plan to come up with the best resolution for all of you. Putting your heads in the sand and ignoring the issue will almost always end in an ugly resolution, both emotionally and financially. SALES CULTURE Successful agencies develop a sales culture that rewards sales people for selling the types of business that are profitable for the agency while not breaking the bank. Most high-valued agencies use sales centers to get ex-dates and set appointments for the producers. They're also involved in program or niche selling that targets profitable accounts. Expansion into Employee Benefits is often critical to the overall success of agencies. Rounding out or getting rid of smaller accounts is also critical. If you can't make money selling and/or handling a piece of business, get rid of ...

... to modify the goals due to changes in market conditions, company representations, or internal personnel support issues. Perhaps the most critical plan for agency principals, however, is a Perpetuation Plan. When all of the owners are entering their 60s it might be too late to do much about perpetuation. Most will be forced to sell to an outside buyer for a reduced price if they have no young blood to carry the existing book of business or to produce new accounts for the buyer. And "young blood" isn't always the answer. Don't assume that the younger people in the agency want to pay you what you think is a good price for your ownership interest. Talk about it with them. Discuss it among yourselves. If one principal wants to get a son or daughter involved in ... respond? Know where each of you stands personally and plan to come up with the best resolution for all of you. Putting your heads in the sand and ignoring the issue will almost always end in an ugly resolution, both emotionally and financially. SALES CULTURE Successful agencies develop a sales culture that rewards sales people for selling the types of business that are profitable for the agency while not breaking the bank. Most high-valued agencies use sales centers to get ex-dates and set appointments for the producers. They're also involved in program or niche selling that targets profitable accounts. Expansion into Employee Benefits is often critical to the overall success of agencies. Rounding out or getting rid of smaller accounts is also critical. If you can't make money selling and/or handling a piece of business, get rid of ...

... to modify the goals due to changes in market conditions, company representations, or internal personnel support issues. Perhaps the most critical plan for agency principals, however, is a Perpetuation Plan. When all of the owners are entering their 60s it might be too late to do much about perpetuation. Most will be forced to sell to an outside buyer for a reduced price if they have no young blood to carry the existing book of business or to produce new accounts for the buyer. And "young blood" isn't always the answer. Don't assume that the younger people in the agency want to pay you what you think is a good price for your ownership interest. Talk about it with them. Discuss it among yourselves. If one principal wants to get a son or daughter involved in ... respond? Know where each of you stands personally and plan to come up with the best resolution for all of you. Putting your heads in the sand and ignoring the issue will almost always end in an ugly resolution, both emotionally and financially. SALES CULTURE Successful agencies develop a sales culture that rewards sales people for selling the types of business that are profitable for the agency while not breaking the bank. Most high-valued agencies use sales centers to get ex-dates and set appointments for the producers. They're also involved in program or niche selling that targets profitable accounts. Expansion into Employee Benefits is often critical to the overall success of agencies. Rounding out or getting rid of smaller accounts is also critical. If you can't make money selling and/or handling a piece of business, get rid of ...

... to modify the goals due to changes in market conditions, company representations, or internal personnel support issues. Perhaps the most critical plan for agency principals, however, is a Perpetuation Plan. When all of the owners are entering their 60s it might be too late to do much about perpetuation. Most will be forced to sell to an outside buyer for a reduced price if they have no young blood to carry the existing book of business or to produce new accounts for the buyer. And "young blood" isn't always the answer. Don't assume that the younger people in the agency want to pay you what you think is a good price for your ownership interest. Talk about it with them. Discuss it among yourselves. If one principal wants to get a son or daughter involved in ... respond? Know where each of you stands personally and plan to come up with the best resolution for all of you. Putting your heads in the sand and ignoring the issue will almost always end in an ugly resolution, both emotionally and financially. SALES CULTURE Successful agencies develop a sales culture that rewards sales people for selling the types of business that are profitable for the agency while not breaking the bank. Most high-valued agencies use sales centers to get ex-dates and set appointments for the producers. They're also involved in program or niche selling that targets profitable accounts. Expansion into Employee Benefits is often critical to the overall success of agencies. Rounding out or getting rid of smaller accounts is also critical. If you can't make money selling and/or handling a piece of business, get rid of ...

...fiercely in the past that some bad blood might linger? Does one of the agencie...tion; joint ventures with carriers or banks; special target/niche markets; and...