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Beware the Top 7 Agency Myths: Part One agency myths Apr 28, 2016

If you hear the same things often enough, repetition becomes reality. And through the years in our industry, certain ideas have been repeated so often that they’ve become widely accepted as the truth when, in fact, they’re nothing more than myths. As a result, many people in the...

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Self Managed Producer: Part Two sales leadership self managed producer Apr 28, 2016

Strategies & behaviors

If producers are not ahead of goal and aren’t getting the desired results, then we need to closely examine the strategies and behaviors that are creating the numbers.

Reverse Performance Management.

Even though fewer than 15% of agencies practice true effective...

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Self Managed Producer: Part One performance management sales leadership self managed producers Apr 28, 2016

According to recent studies, fewer than 15% of independent insurance agencies practice effective true sales management. (Perhaps the key word is “effective,” as in “getting results.”) So if sales management is essentially nonexistent in independent agencies, how is it that...

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What are Your Options: Sell to a National or Regional Broker Feb 08, 2016

One of the really great things about owning an independent insurance agency is that you are Independent! You can and do make choices every day that affect your agency’s performance and success, both in the short-term and long-term. In other words, you have options and you’re...

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What are Your Options: Internal Perpetuation choices perpetuation Feb 08, 2016

One of the really great things about owning an independent insurance agency is that you are Independent! You can and do make choices every day that affect your agency’s performance and success, both in the short-term and long-term. In other words, you have options and you’re...

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What are Your Options: Sell or Merge with a Local Competitor merge merger perpetuation sell Feb 08, 2016

One of the really great things about owning an independent insurance agency is that you are Independent! You can and do make choices every day that affect your agency’s performance and success, both in the short-term and long-term. In other words, you have options and you’re...

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What are Your Options: Prepare to Perpetuate choices perpetuation Feb 08, 2016

One of the really great things about owning an independent insurance agency is that you are Independent! You can and do make choices every day that affect your agency’s performance and success, both in the short-term and long-term. In other words, you have options and you’re...

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What Are Your Options: Commit to Growth choices growth Feb 08, 2016

One of the really great things about owning an independent insurance agency is that you are Independent! You can and do make choices every day that affect your agency’s performance and success, both in the short-term and long-term. In other words, you have options and you’re...

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What are Your Options: Keep Doing What You're Doing choices independent Feb 08, 2016

One of the really great things about owning an independent insurance agency is that you are Independent! You can and do make choices every day that affect your agency’s performance and success, both in the short-term and long-term. In other words, you have options and you’re...

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Is Your Agency at Risk: Part Three agency risk financial model perpetuation profitability vulnerability Feb 08, 2016

Operating Profitability Issues

How does an agency possibly make a 40% Operating Profit? Answer: By spending only 60%! Ta-Da! In the average agency, if the top 5% = 50% of the income, that means the bottom 95% of accounts are the other 50% of the income. Where are the expenses being generated? Can...

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Is Your Agency at Risk: Part Two agency risk profitable Feb 08, 2016

Profitable Producers Subsidizing Unprofitable Producers.

The agency owners are typically the most profitable producers you have. But if the majority of non-owning producers aren’t hitting their goals, they’re most likely unprofitable. What percentage of your producers exceeded their...

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Is Your Agency at Risk: Part One agency risk issues profitability vulnerability Feb 04, 2016

This reminds me of the story about the Cobbler’s children who have no shoes. This phrase is used to describe the phenomenon where professionals in any given area are so busy with work for their clients and their teams that they neglect using their professional skills to help themselves or...

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