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

Some agencies are spending thousands and thousands of dollars to learn to sell more, increase retention, manage their producers and agencies better, hike agency value and so on. Agencies will spend $15,000 to $50,000 annually on consultants and

I read a great article in an industry publication recently, outlining how insurers are seeking new product lines to offset the soft market. The article noted how carriers were exploring insurance products for lost profits resulting from reputational

I read a great article in an industry publication recently, outlining how insurers are seeking new product lines to offset the soft market. The article noted how carriers were exploring insurance products for lost profits resulting from reputational

When valuing a business, one factor an appraiser considers is market potential. There are admittedly times when an agency's potential seems to be limited, but this is almost never actually the case. Market potential for 99% of insurance agencies is

"The Stag Looking Into the Pool," by Aesop: A stag, drinking at a clear pool, admired the handsome look of his spreading antlers, but was very unhappy with the slim and ungainly appearance of his legs. "What a glorious pair of branching