Agency Management

An agency owner at a big state conference was telling everyone in earshot that his agency was now worth 3.0 times revenues because he just got an appointment from “ABC”…

Many of us use outside resources from time to time and, as there are often questions about getting the most from external suppliers, I thought some comment might be in…

Business values are very often expressed as a multiple of EBITDA (Earnings Before Interest, Taxes, Depreciation, Amortization). People use EBITDA because intuitively, valuations makes more sense if they are expressed…

Have you ever bought or sold an agency? Did you use a consultant to structure the deal or did you do it yourself? If the latter, there’s a good chance…

Agency owners are often desperate for a simple, quick answer. Unfortunately, they inevitably pay for their haste. Voodoo valuations are powerfully attractive. They offer a quick and cheap way to…

Have you ever bought or sold an agency? Did you use a consultant to structure the deal or did you do it yourself? If the latter, there’s a good chance…

Have you ever bought or sold an agency? Did you use a consultant to structure the deal or did you do it yourself? If the latter, there’s a good chance…

The #1 factor that distinguishes high from low producer production is goal setting. This article does not address the specific methodologies of goal-setting, but rather demonstrates how the goal-setting process…

According to consultant Chris Burand, “I have found that producers usually drastically underestimate the time required to quote and write an account.” Do you know how long it takes to quote…

As if I didn’t get enough punishment via our “Ask an Expert” service :-), at one time I served as one of the insurance “experts” at www.allexperts.com. During that brief stint, I…