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If you want to improve your agency's performance levels, you must first improve producer performance. Then you likely will find that your staff's performance also improves. Agencies with poor producer

From a profitability perspective, service centers are neutral. Whether profitability increases or decreases depends mostly on the quality of the service provided by the service center and how effectively the agency

These are unusual times for the insurance industry in many ways. Insurance company profits are down, yet the soft market is hanging on strong and prices are dropping. Insurance companies are suddenly realizing huge

Family businesses often fall short of their potential and even fail to perpetuate because blood is sometimes too thick for the benefit of the business. In family-run agencies, rewards are often given to the

Much is written about agencies failing to internally perpetuate because owners wait too long to start the process. They may have dreams of "the troops" carrying on, but when the time comes to turn

Most often, this month's headline is posed as a sales question. In truth, it's an agency management issue. The difference is critical, because by framing it as a sales question,

A lot of insurance agents are helping enrich plaintiffs' attorneys by maintaining poor record retention guidelines and catastrophe planning procedures. The E&O exposures related

You've found what appears to be a good opportunity to purchase another agency. You've done your homework: completed due diligence, carefully considered the risks and formulated pro forma income and balance sheet statements based on