Agency Management

Successful selling can be broken down into 6 key areas or character traits which in this article we will refer to as the 6 Cs. If you are new to…

Goal setting does not have to be a long complicated process. As opposed to a complex list of daily, weekly, monthly, and annual goals in all the major areas of…

One of the best ways to ensure you make more sales is to make sure you’re taking excellent care of your customers and one of the best ways to do…

Many good agencies that have worked hard, done things well, and are not grasping at straws, are still at a competitive disadvantage. The categories in which this is occurring are…

Whether you should or should not emphasize market value over intrinsic value depends on your position and the market cycle. As a seller in good times, the market value will…

People who know this industry and its contracts extremely well can help establish the contractual framework that includes real world knowledge of how various contracts need to work. For example,…

For years we have been struggling to identify and pay PL producers. Once you differentiate the Order-Takers from the Relationship Managers among your producers, here’s the way of rewarding them…

Whether you have written plans or informal plans, a key to your plan’s success is how you face the inevitable problems or roadblocks that arise in the course of your…

We often hear of agencies ‘merging’ as a form of perpetuation planning for an owner. When we analyze most of these ‘mergers’, we find that they were acquisitions in disguise…

To understand the problems in your agency, sometimes it takes someone on the outside looking in. This article addresses four of the most common positions held by agency owners that…