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The time comes in every agent’s life when he considers cashing out. This can be for any number of reasons such as the desire to spend time with friends and…

The question of why and how to select an outside consultant often arises in small closely-held companies like insurance agencies. There are five reasons to use a consultant and four…

Question: “Are you aware of any agency acquisition multiples resource? Multiples of pre-tax profit, revenues or EBITA? Also, have you seen any published materials on what agents are doing on…

Agency owners and managers often face seemingly simple questions (for example, “How much should I pay my producers?”). Identifying the solutions though is complex and unique. Simple, boilerplate solutions do…

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…

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…