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Now here’s a novel idea: Have a plan for success! With the current economy, not all agencies and producers are awash in cash these days. In fact, most agencies tell us they are in a 12 percent to 20 percent revenue slump.

It was the perfect storm, wasn’t it? Sales and payroll projections were significantly reduced, employees were laid off and vehicles were parked, leaving hundreds on gated lots with only comprehensive coverage. Our insureds began to take on more risk to lower costs even further, and if that wasn’t enough, the carrier had to “give up” a portion of last year’s unearned commissions when the return premiums from the audits were processed. Not only did we lose the coming year’s revenue, but we had to give up a portion of the money most had already spent long ago.

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