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... culture?" In our work with many of the industry's top sales organizations, we've found that they usually monitor their sales culture metrics as carefully as their operational metrics. Here are five of the most important metrics they follow, on a producer-by-producer basis. 1. New Commissions per Producer. Perhaps the granddaddy of them all, this is also one of the easiest to track. 2. Prospect Pipeline. Sales-culture agencies require their producers to set new business goals, and then monitor their performance toward achieving them. A key measurement is a "prospect pipeline" report that tracks prospects by name, estimated commissions, and fees. Some firms require each producer to have in their pipeline a list of prospects with commissions and fees totaling four to six times their annual goal at all times. 3 ... rated yet. How to determine if your agency or brokerage has a true sales culture Even though you might be able to show extensive evidence that your agency is highly productive, profitable, or well capitalized, how do you measure your "sales culture?" In our work with many of the industry's top sales organizations, we've found that they usually monitor their sales culture metrics as carefully as their operational metrics. Here are five of the most important metrics they follow, on a producer-by-producer basis. 1. New Commissions per Producer. Perhaps the granddaddy of them all, this is also one of the easiest to track. 2. Prospect Pipeline. Sales-culture agencies require their producers to set new business goals, and then monitor their performance toward achieving them. A key measurement is a "prospect ...

...e easiest to track. 2. Prospect Pipeline. Sales-culture agencies require thei...at all times. 3. Producer Prospect Pipeline. Sales-culture agencies also reco...

... and not just the needs of the seller. E. Al Diamond is president of Agency Consulting Group, Inc., 507 North Kings Hwy., C., Cherry Hill, NJ 08034. You can reach him at (856) 779-2430, (800) 779-2430, toll free, fax (856) 779-6224, e-mail, [email protected] or visit www.agencyconsulting.com . Reproduced from the PIPELINE, the national newsletter for agency principals, by permission of Agency Consulting Group, Inc. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself a whole lot of time & money when you use our directory of carriers, wholesalers and ... not pay much income tax because the tax responsibility belongs to the individuals receiving the compensation. It can be valued as a going concern based on the historical and current trends of revenues and expenses. In order to make up for the lost income if the owners were to die or become disabled, enough income or insurance must be obtained to replace the Going Concern Value of the agency in its normal operation. However, if this agency is considered for sale to another agency, the basis of value suddenly becomes the net income (earnings after taxes) that the acquired agency can substantiate for the acquirer. This means that if the acquirer can merge the purchased agency into its facilities using its pre-existing employees to service the purchased book of business, it might be able to generate as much as 60 ...

... when the time comes for them to assume control. E. Al Diamond is president of Agency Consulting Group, Inc., 507 North Kings Hwy., C., Cherry Hill, NJ 08034. You can reach him at (856) 779-2430, (800) 779-2430, toll free,fax (856) 779-6224, e-mail [email protected] or visit www.agencyconsulting.com . Reprinted from the PIPELINE, the national newsletter for agency principals, by permission of Agency Consulting Group, Inc. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself a whole lot of time & money when you use our directory of carriers, wholesalers and ... from retirement; (3 ) when you become ill enough to know that someone else has to take over; or (4 ) when you're finally fed up to the gills with the cycles, carriers, or ingrate clients who leave you after they assured you that they would never move. However, a growing number of agents are realizing that perpetuation planning is as much a part of the profitable operation of their businesses as having Life insurance without intending to die. Perpetuation planning while you're in your 40s or 50s can help assure you of keeping your highly motivated employees (including children) who might otherwise look to greener pastures. The fact is that business continuance depends on prudent, and timely, planning: Strategic planning, financial planning, management succession planning, and personnel development planning. This ...

... the organization will continue on its created course. E. Al Diamond is president of Agency Consulting Group, Inc., 507 North Kings Hwy., C., Cherry Hill, NJ 08034. You can reach him at (856) 779-2430, (800) 779-2430, toll free,fax (856) 779-6224, e-mail [email protected] , or visit www.agencyconsulting.com . Reprinted from the PIPELINE, the national newsletter for agency principals, by permission of Agency Consulting Group, Inc. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself a whole lot of time & money when you use our directory of carriers, wholesalers and ... your business, keep investing in the future and promoting growth as you approach your retirement. The value of an agency is determined by its future earnings potential; this potential depends (at least partly) on its recent historical growth and profit path. If the new owner is already a part of the agency, the historical growth and profit is quite important, since they will probably continue the agency's operation. Even if the new owner is another agency, it will base its value potential on the growth and profit recently achieved more than on its "hope" for enhanced growth and profit once it assumes control. If the new owner simply buys the book of business and manages it in their own operation, the selling agent's operations become less important; however, the size and profit of his ...

... and not just the needs of the seller. E. Al Diamond is president of Agency Consulting Group, Inc., 507 North Kings Hwy., C., Cherry Hill, NJ 08034. You can reach him at (856) 779-2430, (800) 779-2430, toll free, fax (856) 779-6224, e-mail, [email protected] or visit www.agencyconsulting.com . Reproduced from the PIPELINE, the national newsletter for agency principals, by permission of Agency Consulting Group, Inc. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself a whole lot of time & money when you use our directory of carriers, wholesalers and ... not pay much income tax because the tax responsibility belongs to the individuals receiving the compensation. It can be valued as a going concern based on the historical and current trends of revenues and expenses. In order to make up for the lost income if the owners were to die or become disabled, enough income or insurance must be obtained to replace the Going Concern Value of the agency in its normal operation. However, if this agency is considered for sale to another agency, the basis of value suddenly becomes the net income (earnings after taxes) that the acquired agency can substantiate for the acquirer. This means that if the acquirer can merge the purchased agency into its facilities using its pre-existing employees to service the purchased book of business, it might be able to generate as much as 60 ...

... when the time comes for them to assume control. E. Al Diamond is president of Agency Consulting Group, Inc., 507 North Kings Hwy., C., Cherry Hill, NJ 08034. You can reach him at (856) 779-2430, (800) 779-2430, toll free,fax (856) 779-6224, e-mail [email protected] or visit www.agencyconsulting.com . Reprinted from the PIPELINE, the national newsletter for agency principals, by permission of Agency Consulting Group, Inc. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself a whole lot of time & money when you use our directory of carriers, wholesalers and ... from retirement; (3 ) when you become ill enough to know that someone else has to take over; or (4 ) when you're finally fed up to the gills with the cycles, carriers, or ingrate clients who leave you after they assured you that they would never move. However, a growing number of agents are realizing that perpetuation planning is as much a part of the profitable operation of their businesses as having Life insurance without intending to die. Perpetuation planning while you're in your 40s or 50s can help assure you of keeping your highly motivated employees (including children) who might otherwise look to greener pastures. The fact is that business continuance depends on prudent, and timely, planning: Strategic planning, financial planning, management succession planning, and personnel development planning. This ...

...nsultant. In this issue of the Pipeline, Al Diamond discusses how to find th...

...g systems through automated data pipelines Cleansing, deduplicating, and ...they build. Those that engineer the pipelines but neglect the ongoing stewards...