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…
Many agents possess a significant fear that they are not big enough. No matter if an agency has $500,000, $1 million, $5 million or $100 million, I’ve had agency executives…
Most agents understand that the value of their agencies lie in the value of the book of business – the future revenues and earnings derived from policy renewals and to…
As tough a sale as it is, life insurance can be sold. A far tougher sale is disability insurance. Most prospects do not understand statistically how likely they are to…
I have unfortunately worked with the families, estates and partners of several agency owners who have passed away. Most, but not all, of the deaths occurred unexpectedly. In all cases,…
