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... , and expense savings. But they can also detract from marketability. Implement a buy/sell agreement that provides for the sale of a book of business to another participant in the event of retirement, death, or disability. In fact, one of the best reasons for entering into a strategic alliance is to facilitate a perpetuation plan. A bank might want to weigh its options in insurance without diving in headfirst. An insurance company might want a taste of retail sales without alienating other agents. An agency principal might not be ready to sell now, but would like to know that their agency had a future in the event of death or retirement. Having that fallback position can be very important for all parties. An alliance can also give younger producers the opportunity to obtain equity through the ... than $80,000 (divide total revenues by total number of employees including producers and owners)? Is your payroll (before owners' bonuses) higher than 50% of total revenues? Are your total operating/administrative expenses more than 20% of total revenues (occupancy, DP, PC insurance, professional fees, dues, subscriptions, contributions, printing, postage, outside services, equipment)? Do you have more office space than you need, or are you running out? Do you honestly feel that after having run your agency for all these years that you could share decision-making on common issues with other agents, or more importantly, with people such as bankers who have a very different outlook on a number of issues? Agents who answer yes' to more than half ...