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Acquisition Management
ACQUIRING AGENCIES
ACQUIRING AGENCIES – SECTION 338 ELECTIONS
BUYING AGENCIES AS CORPORATIONS BUT STILL GETTING TO RIGHT-OFF THE AMORTIZATION AS AN EXPENSE
ACQUIRING AGENCIES Why Agents Sell Their Agencies:
AGENCY ACQUISITION – 2019
GUARANTEEING THE PAYMENTS FOR AN AGENCY SALE
GUARANTEEING THE PAYMENTS FOR AN AGENCY SALE (August 2021)
HOW ARE CONTINGENCIES TREATED IN THE TRANSITION OF AGENCY OWNERSHIP IN THE FIRST YEAR?
IS YOUR AGENCY WORTH ANYTHING??
MOTIVATIONS BEHIND AGENCY ACQUISITIONS
NEGOTIATING FOR AN INSURANCE AGENCY
NON-COMPETE AND NON-PIRACY
SECTION 338 ELECTIONS: ACQUIRING AGENCIES WITHOUT THE TAX BURDEN
SETTING UP A ‘FAIL-SAFE’ PARTNERSHIP
SO, YOU WANT TO BUY AN AGENCY!!
Webinar: Today’s Market for Mergers and Acquisitions
WHEN IS A SMALLER AGENCY WORTH MORE THAN A LARGER ONE
WHY USE A CONSULTANT FOR ACQUISITIONS?
WOULD YOU LIKE TO BUY ONE OR MORE AGENCIES?
YOU CAN’T GROW AN AGENCY WITHOUT GROWING YOUR CUSTOMER BASE
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Agency Analysis
“AIN’T NOBODY’S FAULT BUT MINE”
2015-2016 Composites of Agency Operations
2016- Composite Group #1
2016- Composite Group #2
2016- Composite Group #4
2016 COMPOSITE GROUPS
2016- Table 2- Gross Profitability
2016- Table 3- Productivity
2016- Table 4 Historical Productivity
2016-Composite Group #3
AGENCY VITAL SIGNS
AGENCY VITAL SIGNS (July 2021)
AN EXPLANATION OF TREASURY STOCK ON A BALANCE SHEET
ARE YOU MAXIMIZING YOUR GROWTH?
ASKING FOR CUSTOMER REVIEWS OF SERVICES
BALANCE SHEET LIQUIDITY RATIOS
BALANCE SHEET LIQUIDITY RATIOS – PART THREE
BALANCE SHEET LIQUIDITY RATIOS PART TWO
CARRIER RETURN RATIO – HOW MUCH LEVERAGE DOES YOUR AGENCY HAVE FROM ITS CARRIER RELATIONSHIPS? CONTINGENCY RATIO (CR) AND TOTAL CARRIER RETURN RATIO (CRR)
CASHFLOW PROJECTIONS
Definition of terms
GOODWILL ENTERPRISE AND PERSONAL IN DIVORCE SITUATIONS
Gross Profitability Relativity
HOW A TRUST RATIO CAN FOOL YOU
How to Benchmark Your Agency
IS EBITDA A VALID WAY OF LOOKING AT INSURANCE AGENCY VALUE?
LEADERS, MANAGERS AND IMPLEMENTORS – WHICH ARE YOU?
MEASURING THE HEALTH OF YOUR AGENCY HOW TO READ YOUR BALANCE SHEET AND WHAT IT MEANS
MOTIVATION AND DE-MOTIVATION
Once And Done
Projecting Cash Flow – Killing The Bogeyman
REINVENTING THE INSURANCE AGENCY
SHOULD YOU BE A PROGRAM MANAGER?
THE GPP (GROWTH, PRODUCTIVITY, PROFITABILITY) ANALYSIS AGENCY CONSULTING GROUP’S ENTRY INTO NEW CLIENTS’ AGENCIES
THE MOST IMPORTANT TRENDING STATISTIC ROLLING 12 MONTH DATA COMPARISONS
UNDERSTANDING YOUR AGENCY
VALUE OF HEALTH INSURANCE AGENCIES CONSIDERING THE ACA
VALUING YOUR AGENCY TANGIBLE NET WORTH AND WORKING CAPITAL
WHEN DOES IT MAKE SENSE TO SELL AN AGENCY
What we do: Agency Analysis
WHEN IS A SMALLER AGENCY WORTH MORE THAN A LARGER ONE
Agency Automation
21st Century Agency Managment Systems
Advertising and Marketing Insurance In The “Tivo” Age
Agency Automation in The 21st Century
Agency Websites and Customer Communications As A Marketing Tool
Bits and Bytes or Bricks and Mortar
Companies and Automation: Are They Saving Me or Costing Me??
Computer Hardware Purchases
Contact Management Software
Cool Conference Live-A Service That Can Change Your Businesss
Cyberspace and Insurance
Cyberspace and The Internet – Are you ready?
Information Overload
Insurance Agency Websites
Internet Marketing
PROBLEMS OR ROADBLOCKS
Slaying The Automation Monster
The Automation Plan
The Future Of Agency Automation
The Internet For Insurance Professionals
The Referral Tree Program
The Retention Dimension
The Video Brochure
To Web or Not To Web
Welcome To Agency Consulting Group Inc.’s Insurance Agency Benchmarking!!
What Effect: The Internet
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Agency Clusters
CONTINGENCY DISTRIBUTION 2015 FAIR SHARE™ CONTINGENCY DISTRIBUTION PROGRAM©
DISTRIBUTING CONTINGENCY INCOME FAIRLY
DIVIDING CONTINGENCY INCOME AMONG AGENCY COMPONENTS
SUGAR PLUMS, FAIRIES AND CONTINGENCY PAYMENTS
The Fair Share Contingency Distribution Program
WHAT DO YOU DO WITH CONTINGENCY INCOME?
What is THE MOST important thing for an agency?
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Agency Valuation
Agency Valuations
AGENCY VALUATION – AS IMPORTANT AS KNOWING YOUR BANK BALANCE
Agency Valuations: How and Why
Asset Sales To BE Taxed In The Year Of The Sale
CAN YOU AFFORD TO BUY THE AGENCY
Can You Value Your Own Agency?
Comparison Of The U.S. Financial Crisis To Agency Acquisitions
CONTINGENCIES AS A PERCENTAGE OF PRIOR YEAR P&C COMMISSIONS
DEBUNKING AGENCY MULTIPLE CALCULATIONS
Debunking Valuation “MULTIPLES”
DIFFERENT VALUES FOR THE SAME AGENCY
Fair Market Valuation vs. Going Concern Valuation
Federal Tax Depositing Made Easier
Goodwill Value In An Insurance Agency
Hidden Assets in Independent Agents
HOW ARE CONTINGENCIES TREATED IN THE TRANSITION OF AGENCY OWNERSHIP IN THE FIRST YEAR?
HOW MUCH ARE YOU WORTH?
How Much is my Agency Worth?
Important Tax Change Affecting Your Agency
Installment Sales Are Back – New Law Change
IS EBITDA A VALID WAY OF LOOKING AT INSURANCE AGENCY VALUE?
IS EBITDA A VALID WAY OF LOOKING AT INSURANCE AGENCY VALUE? (June 2022)
Limited Liability Corporations
Management Information Systems
MEASURING THE HEALTH OF YOUR AGENCY HOW TO READ YOUR BALANCE SHEET AND WHAT IT MEANS
MEASURING THE HEALTH OF YOUR AGENCY HOW TO READ YOUR BALANCE SHEET AND WHAT IT MEANS
RETENTION – CONTROLLABLE VS. UNCONTROLLABLE
Risk Factors In valuing Your Agency
Risk factors To Be Considered in Agency Analysis and Valuation
RUMINATIONS ON THE SUCCESSION PLAN AND SALE OF MY AGENCY By Kirk Lovsness, Cottonwood, MN
So What is a Liquidity Ratio and Why Should it Be Important For an Insurance Agent??
Solving The Receivables Dilemma
Tax Benefits for “S” Corporations
THE ART OF VALUATION
The Agency Valuer
THE ACCIDENTAL OWNER
The Baby Boomer Business Owner
THE RELATIONSHIP BETWEEN AGENCY VALUE AND PRICE
VALUATION
Valuing an Agency vs A Book of Business
Whats your Agency Worth?
Who Owns The Accounts
WHY ISN’T MY AGENCY WORTH A MULTIPLE OF – CHOOSE ONE (Revenues, Commissions, Operating Income, Earnings, EBITDA)?
WHY VALUE YOUR AGENCY
WHY VALUE YOUR AGENCY?
Why Values Can Be Different
WHY YOU NEED TO KNOW THE GOING CONCERN VALUE OF YOUR AGENCY, NOT JUST ITS MARKET VALUE
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Asset Protection Model
A COMMODITY VS. A RELATIONSHIP
AGENCY CONSULTING GROUP GOING ON TOUR IN EVERY STATE —PRODUCER ACQUISITION, COMPENSATION, MOTIVATION AND MANAGEMENT AND RELATIONSHIP SELLING – THE ASSET PROTECTION MODEL
AGENCY CONSULTING GROUP PRESENTS INSURANCE AGENCY SUCCESS SEMINARS
Bledding Clients
BUILDING A RELATIONSHIP
CELEBRATING DIFFERENCES
Clients for LIfe
Consultative Sales
CREATING PRODUCERS – ROLLING YOUR OWN – THE PRODUCER RECRUITMENT PROGRAM
Hail The Dinosaur
How To Become A “Shark Hunter”
How to Maximize Agency Income
HOW TO MAXIMIZE AGENCY INCOME BY STOPPING SELLING INSURANCE
Identifying Prospects Who Wont Buy from You-Before You Waste Your Time
Intelligence And Marketing
KEEPING YOUR AGENCY VIBRANT AND PERTINENT IN A CHANGING INSURANCE ENVIRONMENT
MARQUIS ACCOUNT MARKETING
Monday Mornin
Never Been Better
PERSONAL LINES PRODUCERS PROGRAM – 2013 UPDATE
PROSPECTING – THE GREAT DILEMMA
Protecting Assets vs. Selling Insurance
Putting the Customer First
Relationship Selling
RELATIONSHIP SELLING – COSTS AND RETURNS
Relationship Selling / Consultative Selling
Sales Call – Back to The Basics
Shepherding Claims
The “Keep-In-Touch” Program
THE “HOW TO’S” OF CHANGE – Article #2 – follow up from article entitled “FOUR CRITICAL QUESTIONS FOR LEADERS”
The Asset Protection Model
The Asset Protection Model
The Asset Protection Model – Update 2007
THE ASSET PROTECTION MODEL*
THE CONCIERGE INSURANCE AGENCY
The Contact Grid In The Asset Protection Model
The Contact Grid In The Asset Protection Model
The New Hard Market
The Referral Tree Program
THE SALES FUNNEL IN THE ASSET PROTECTION MODEL OF RELATIONSHIP SELLING (Bonus part VI of the Producer’s Role series)
THE SECRETS OF A SUCCESSFUL MAN
We Didnt Know You Can Do That!
What is THE MOST important thing for an agency?
WHEN IT’S TIME TO CLOSE THE SALE OR CLOSE THE RELATIONSHIP Part V of our PRODUCER’S ROLE series
Why Differentiation Is Critical for Insurance Agencies
YES, THERE IS A PLACE IN THE AGENCY FOR PERSONAL LINES PRODUCERS
You Can Lead a Horse to Water
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Automation Analysis
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Benchmarking
2001-2002 Composite Group Analysis
2011 ACG Productivity – Table 3
2012 – Composite Group 1 – Net Revenue < $1,000,000
2012 – Composite Group 3 – Net Revenue $2,000,000 – $3,000,000
2013 – RESURGENCE OF GROWTH AND PROFIT FOR MANY AGENCIES CONCERN OVER OBAMACARE FOR MANY OTHERS
2013 AGENCY CONSULTING GROUP PRODUCTIVITY — TABLE 3
2013 COMPOSITE GROUP 1
2013 COMPOSITE GROUP 2
2013 COMPOSITE GROUP 3
2013 COMPOSITE GROUP 3
2013 COMPOSITE GROUP 4
2013 GROSS PROFITABILITY RELATIVITY % OF NET REVENUES – Table 2
2013 HISTORICAL PRODUCTIVITY – TABLE 4
2014 COMPOSITE GROUP 1
2014 COMPOSITE GROUP 1
2014 COMPOSITE GROUPS
2016-Table 1- Contingencies
2021/2022 Composites of Agency Operations
2022 Composite Group 1
2022 Composite Group 2
2022 Composite Group 3
2022 Composite Group 4
2022 Table 1 Contingencies
2022 Table 2 Gross Profitability Relativity
2022 Table 3 Group Productivity
2022 Table 4 Historical Productivity
Agency Benchmarking: Frequently Asked Questions
Agency Benchmarking: Laying The Track for Your Future
Agency Consulting Group – 2010/2011 Composite of Agency Operations
Agency Consulting Group Productivity – Table 3 – 2014
AGENCY CONSULTING GROUP, INC 2012/2013 COMPOSITES OF AGENCY OPERATIONS
Agency Consulting Group, Inc. 2013-2014 Composites of Agency Operations
Agency Consulting Group, Inc.: Composite Groups of Agency Performance
Agency Profiling
ANNUAL COMPOSITE GROUP ISSUE – THE RUSH TO SELL IN 2012
Benchmark Your Agency ONLINE in 5 Easy Steps
Benchmark Your Agency ONLINE in 5 Easy Steps
Benchmark Your Agency ONLINE in 5 Easy Steps – 2012 Issue
Benchmarking
Benchmarking Announcement
Benchmarking Via Internt
Benchmarking Your Agency
Composite Group 2 – 2014
Composite Group 2 – Net Revenue $1,000,000 – $2,000,000
Composite Group 3 – 2014
Composite Group 4 – 2014
Contingencies as a Percentage of Prior Year P&C Commissions
CONTINGENCIES AS A PERCENTAGE OF PRIOR YEAR P&C COMMISSIONS – 2014
Definition of Terms
Gross Profitability Relativity
Gross Profitability Relativity Table 2 – Percentage of Net Revenues – 2014
Historical Productivity – Table 4 – 2014
INSURANCE AGENCY – PRODUCTIVITY FACTORS
NEW, EASIER ACCESS TO BENCHMARKING
Project Driven Benchmarking
SHIFTING COMPOSITE GROUPS – ACQUISITIONS CONTINUE UNABATED
THE COMPOSITE GROUP STUDIES
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Brainstorming
Agency Survival In The Down Economy
Can’t We Just Get Along?
Catch-22
Coping with The Future
Cultural Shift to Service
Customer Surveys
Do Your Employees “Bleed” When Retention id Poor?
Earning a Living or Running a Business
Intelligence And Marketing
Outsourcing in an Insurance Agency
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Budgeting
BUDGETING
BUDGETING AND PLANNING THE DIFFERENCE BETWEEN ACCIDENTAL AND PURPOSEFUL SUCCESS
Budgeting and Projecting Contingency Income
CASHFLOW PROJECTIONS
FINANCIAL SPONSORSHIP FOR THE PERPETUATION OF AGENCIES
MANAGE YOUR CASHFLOW – DON’T BE MANAGED BY YOUR CASHFLOW
MONDAY MORNING—RANDY SCHWANTZ—ELITE PRODUCER
OID = OWNERS IN DEBT TRYING TO FILL-IN AN AGENCY SINKHOLE
PLANNING AND THE BUDGETING PROCESS
THE AGENCY BUDGETER
THE EMOTIONAL BANK ACCOUNT
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Clustering
CLUSTERING AS A SURVIVAL TOOL FOR SMALLER INSURANCE AGENCIES
CONTINGENCY DISTRIBUTION 2015 FAIR SHARE™ CONTINGENCY DISTRIBUTION PROGRAM©
DISTRIBUTING CONTINGENCY INCOME FAIRLY
DIVIDING CONTINGENCY INCOME AMONG AGENCY COMPONENTS
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Compensation Analysis
ANOTHER LOOK AT COMPENSA
TING PRODUCERS WITH A SELF-TERMINATING CONTRACT
CLUSTERING 2019 – IS IT RIGHT FOR YOU?
Combining Incentive Compensation
Compensating Owners
Compensating Owners In a Changing Environment
Employee Motivation Programs
Evaluations and Compensation
HOW DO YOU PAY YOUR PEOPLE AND STILL KEEP A PROFIT IN THE AGENCY?
HOW DO YOU PROMOTE GROWTH AND PRODUCTIVITY IN YOUR AGENCY IF YOU PAY FOR ACCOUNT MAINTENANCE AND PERSONNEL LONGEVITY?-
HOW MUCH IS AN AGENCY OWNER WORTH – HOW MUCH DID YOU PAY YOURSELF
INSURANCE AGENCY – PRODUCTIVITY FACTORS ARE YOU GENERATING MORE REVENUE OR ARE YOU MAKING MORE MONEY?
INSURANCE AGENCY – PRODUCTIVITY FACTORS ARE YOU GENERATING MORE REVENUE OR ARE YOU MAKING MORE MONEY?
Owners Compensation
OWNERS’ COMPENSATION
OWNERS’ COMPENSATION (June 2022)
PAYING BONUSES VS SALARY INCREASES
PERFORMANCE EVALUATIONS
SHOULD BONUSES BE CONSIDERED IN VALUING INSURANCE AGENCIES
WHAT HAPPENS WHEN A PRODUCER LEAVES AN AGENCY AND TAKES AGENCY BUSINESS
WHY DO YOU NEED A CONTINGENCY BUY/SELL AGREEMENT AND A SUCCESSION PLAN
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Crisis Management
Agency Survival In The Down Economy
AWARENESS IS NOT CHANGE – Article #3 by Brandie J. Hinen of PowerhouseLearning.com
Can’t We Just Get Along?
Disaster Recovery Plans
KEEPING MOTIVATED IN THE FACE OF CRISES AND CHALLENGES
Managing By The Numbers
SETTING UP A ‘FAIL-SAFE’ PARTNERSHIP
THE TROUBLE WITH GENERATIONS
THEFT OF TIME OR WASTE – IS IT ANY DIFFERENT?
When A Career Turns Into A Life Sentence
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Expert Witness
EXPERT WITNESSES – Why, How and Who?
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Incentive Compensation Program
AGENCY CONSULTING GROUP GOING ON TOUR IN EVERY STATE —PRODUCER ACQUISITION, COMPENSATION, MOTIVATION AND MANAGEMENT AND RELATIONSHIP SELLING – THE ASSET PROTECTION MODEL
ANOTHER LOOK AT COMPENSATING PRODUCERS WITH A SELF-TERMINATING CONTRACT
CHANGE REQUIRES “CHANGES”
Combining Incentive Compensation
COMPENSATING NEW PRODUCERS
Compensating Owners
COMPENSATING OWNERS IN A CHANGING ENVIRONMENT
COMPENSATION AS A STATE OF MIND – Employees as Tools or as Assets
Employee Motivation Programs
Evaluating Employees
Evaluations and Compensation
If You Want The Sweetest Music You Need To Pay The Piper
Incentive Compensation For Non-Producer Employees
INCENTIVE COMPENSATION PROGRAMS
Incentive Compensation Programs
Incentive Programs
Investing In The Future
IS INCENTIVE COMPENSATION REALLY FOR YOUR AGENCY??
MAKING THE INCENTIVE COMPENSATION PROGRAM WORK FOR YOU IN 2018
Owners Compensation
OWNERS’ COMPENSATION
PERFORMANCE EVALUATIONS
Severe Worker Shortage Forseen By 2015
SHADOW STOCK
THE SECRETS OF A SUCCESSFUL MAN
WHAT HAPPENS WHEN A PRODUCER LEAVES AN AGENCY AND TAKES AGENCY BUSINESS
When Does Incentive Compensation Make Sense
WHEN DOES INCENTIVE COMPENSATION MAKE SENSE? (Dec 2021)
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Litigation Support
AGENCY/CLIENT AGREEMENTS – DEFINING AND MEASURING UP TO EXPECTATIONS
FAILURE TO READ A POLICY NO LONGER A RELIABLE DEFENSE IN BROKER’S E&O CASES NEW JERSEY COURT DECISION HOLDS AGENTS LIABLE – BUT THERE IS A SOLUTION (see end of text)
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Market Planning
On Demand
A CHRISTMAS GIFT FOR YOU FROM USA INSURANCE NETWORK (FORMERLY MONDAY MORNING MARKETS)
A COMMODITY VS. A RELATIONSHIP
ACTIVE REFERRAL PROGRAMS
AGENCY OWNERS ARE NOT GIVING SERIOUS CONSIDERATION TO WEBSITE AND SOCIAL NETWORK MARKETING
ARE YOU STILL USING THE TELEPHONE BOOK AS YOUR ADVERTISING MEDIA
ARE YOUR EMPLOYEES A GOOD FIT WITH YOUR PERSONALITY? HOW BEST TO MANAGE YOUR DIRECT REPORTS!
ATTRACTING NEW PROSPECTS TO YOUR AGENCY 24/7
But I Cant Afford to Advertise
Competitive Marketing
Concentric Marketing
Creating and Implementing Marketing Plans
CREATING PRODUCERS – ROLLING YOUR OWN – THE PRODUCER RECRUITMENT PROGRAM
Cutting Edge or Catching Up: Marketing in a Digital World
Designing Your Agencys Brochure
DON’T BE SCARED OF SOCIAL MEDIA – IF YOU EXPECT TO CONTINUE IN THE BUSINESS FOR A WHILE
Focusing on Target Markets
HERE’S A NEW REAL POINT OF DIFFERENTIATION FOR YOUR AGENCY TO USE IN ITS MARKETING TO CLIENTS/PROSPECTS
HOW AND WHY BUYERS MAKE DECISIONS
Brandie J. Hinen of Powerhouse Learning
HOW TO BUILD A BOOK OF BUSINESS
HOW TO BUILD A BOOK OF BUSINESS – MARKETING PLANNING WITH YOUR CARRIERS
HOW TO BUILD YOUR BUSINESS BY MARKETING THE SPECIALTIES IN MONDAY MORNING MARKETS
HOW TO FRUSTRATE A CONSULTANT
HOW TO MARKET FOR AGENCIES TO ACQUIRE
I’M SHOPPING FOR A NEW INSURANCE AGENT
INSURSTORE
Market Research – The Key to Program Development
Marketing Insurance Products
Marketing Insurance Products
Marketing Tip: Success Story Marketing
MONDAY MORNING MARKETS CHANGES ITS NAME TO USA INSURANCE NETWORK
Neighborhood Marketing
One Size Does Not Fit All
PARTNERSHIP MARKETING
Programming Your Marketing Efforts
PROSPECTING – THE GREAT DILEMMA
RADIATING MARKETING
REFERRALS AND RIFLED TARGETED MARKETING – THE FUTURE OF INSURANCE AGENCY SALES
Re-thinking Your Marketing Approach
SEARCH ENGINE OPTIMIZATION (SEO) SIMPLIFIED FOR NORMAL FOLKS
SHOULD YOU BE A PROGRAM MANAGER?
Social Media 101 – For Insurance Agents
Social Media 101 – For Insurance Agents – Part 2 in a 3 part series
Social Media 101 – For Insurance Agents (Part 3 in a 3 part series)
SOCIAL NETWORKING AND INSURANCE AGENCIES
Soft Market Selling
THE “HOW TO’S” OF CHANGE – Article #2 – follow up from article entitled “FOUR CRITICAL QUESTIONS FOR LEADERS”
THE GLASS CEILINGS IN THE INSURANCE AGENCY INDUSTRY
THE GOLD UNDER YOUR FEET
THE INSURANCE AGENCY AS A MARKETING AND CONSULTING BUSINESS
The Ultimate Marketing Tool
WHY BOTHER WITH MARKETING PROGRAMS
WHY HAVING A WEBSITE PRESENCE IS NOT ENOUGH TO SELL INSURANCE TO MILLENIAL’S AND YOUNGER CLIENTS/PROSPECTS
YOU CAN’T GROW AN AGENCY WITHOUT GROWING YOUR CUSTOMER BASE
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Merger Management
ACQUISITION ‘LOOK-BACK’ PROVISIONS TO ASSURE FINANCIAL ACCURACY
Webinar: Today’s Market for Mergers and Acquisitions
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Merger Acquisitions and Divestitures
A GUIDE TO SELLING AN AGENCY
ACQUISITION ‘LOOK-BACK’ PROVISIONS TO ASSURE FINANCIAL ACCURACY
Asset Sales To BE Taxed In The Year Of The Sale
D I V O R C E
GUARANTEEING THE PAYMENTS FOR AN AGENCY SALE
GUARANTEEING THE PAYMENTS TO A SELLING OWNER LIQUIDITY TESTING
HOW ARE CONTINGENCIES TREATED IN THE TRANSITION OF AGENCY OWNERSHIP IN THE FIRST YEAR?
Installment Sales Are Back – New Law Change
Is Innovation Impossible in The Insurance Business?
Limited Liability Corporations
MONDAY MORNING: BUYER URGENCY—THE KEY TO SELLING LARGER ACCOUNTS
NEGOTIATING FOR AN INSURANCE AGENCY
PERPETUATING AGENCIES THE DIFFERENCE BETWEEN A MERGER FOR PERPETUATION AND AN ACQUISITION IN DISGUISE
Perpetuation Or Succession?
Perpetuation Planning – Planting People
R.I.P. Retired In Place
SO YOU WANT TO SELL YOUR AGENCY!!
The Baby Boomer Business Owner
The Tale of Two Family Businesses
Webinar: Today’s Market for Mergers and Acquisitions
What Makes A Great Agency?
What To Do When An Owner Retires
When A Career Turns Into A Life Sentence
When It’s Time To Say Good-Bye
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Network Monitoring
HOW AND WHY BUYERS MAKE DECISIONS
Brandie J. Hinen of Powerhouse Learning
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Org Development
ACTIVITY REPORTING – MEASURING THE HEARTBEAT OF THE AGENCY
Addressing Performance Problems
Agency Atrophy
An Analysis of The Companies Service Centers
Are you Giving your Customers What They Want?
Arrows in The Quiver
Art of Management
Avoiding Business Crisis
Backwards From The Future
Benefiting from The Resistors
Building Your Agency – From The Ground, Up
Can you Teach a Dog to Quack?
Can’t We Just Get Along?
Change Is A Certainty.
Changing Agency Mindsets
Cleaning Up Loss Ratio Problems
CRACKING THE
Creating a Legendary Agency
CREATING A PROCESS OF CHANGE IN YOUR AGENCY
Customer Satisfaction Surveys
Customer Value vs. Customer Cost
Defeating Inertia
Disaster Recovery Plans
Doctor, I think I Have The Shingles!!
Earning a Living or Running a Business
Employee Flameout
Employee Morale
Employee Motivation Programs
Equilibrium
Establishing The Loyalty Factor Through Excellent Telephone Service
Excellent Service is More than a State of Mind
Facts of Life about Personal Lines Insurance
FINDING GOOD QUALITY AGENCY EMPLOYEES
Fire Yourself
First Impressions Dont Count
Five Steps To Profit In 2009
Formulas For Success? – Or Failure?
Four Simple Commandments can Help you Avoid E&O Sins
Getting off The Treadmill
Hail The Dinosaur
HELP, HELP, The Sky Is Falling!!!
High Energy Agency Performance
Hiring and Interviewing
How and Why to use a Consultant
HOW TO DEAL WITH RESISTANCE TO CHANGE
How to Kill The Quality Initiative in your Organization
HOW TO REDUCE TURNOVER — BY TERMINATING EMPLOYEES
How To Use Consultants
HOW TO WRITE A JOB DESCRIPTION
If You Want To Fill Your Agency With Innovation, Fill It With Innovative People
If you want to know, ask your customers
Important- Time Sensitive Bulletin
Insurance Agency Management from a Cash Flow Perspective
It’s Not The Big Things That Make A Difference
Knowledge Based Empowerment
Limited Liability Corporations
Limited Liability Corporations
Losing Their Way
Managing By The Numbers
New IRS Code Excludes Estate Tax on some Family-owned Businesses
Paradigm Shifts in Management
Partnering With Carriers
PARTNERING WITH CARRIERS – Motherhood, Apple Pie and Partnering with Carriers (Jan 2022)
PROCEDURES AND WHY THEY REALLY MATTER
PROCESS ENGINEERING IN INSURANCE AGENCIES
Projecting Cash Flow – Killing The Bogeyman
Published Customer Standards
Quality Customer Service: Do We Walk The Talk – Or Just Talk??
Quality Isnt Free
Re-defining Customer Service – According to The Customer
Re-Inventing Your Insurance Agency for The 21st Century
Resolving Customer Problems
Rotting in The Status Quo
SERVICE ORGANIZATIONAL DEVELOPMENT IN INSURANCE AGENCIES
SHEPHERDING CLAIMS
SHEPHERDING CLAIMS
Shepherding Clients
SIMPLIFIED HIRING SYSTEMS THAT REALLY WORKS
So you want to have a program?
Stress in The Insurance Business
Tactics for Sales Success
Taxing Ideas
Taxing Ideas: Business Gifts
Taxing Ideas: Making Long-Term Disability Benefits Tax Free
Taxing Ideas: New Expense Rules For Related Parties
Taxing Ideas: When Are Advance Commissions Taxable?
Team Service
Ten Commandments of Customer Service
Terminating Employees
The “Seven Habits” Applied to Insurance Agencies
THE ACCIDENTAL OWNER
The Agency “X” Factor
THE AGENCY CONSULTING GROUP HIRING SYSTEM
The Art of Attraction
The Bad Apple
The Changing Auto Insurance World
The Changing Of Insurance Agencies
The Empowerment Game
The Generation Gap at Work
The Glass Ceilings In The Insurance Agency Industry
The Illusion Of Service: How To Become A Customer Friendly Agency
THE IMPACT OF NEW EMPLOYEES ON YOUR CLIENTS
The Importance Of Contracts
The Keys To The Kingdom: Sales — Service — Financial Administration
THE LEVELS OF CUSTOMER SERVICE IN AN INSURANCE AGENCY
The Quality Scorecard
The Retention Dimension
The Secret of Success
The Service Ceiling
The Team Approach – Heaven or Hell?
The Ten Commandments Of Customer Service – Worth Repeating!
THE TROUBLE WITH GENERATIONS
THEFT OF TIME OR WASTE – IS IT ANY DIFFERENT?
Time Management
Time Management
TIME MANAGEMENT – THE IMPOSSIBLE TASK
Time Management For Insurance Agents
Total Quality Management – A Primer
Total Quality Management – Part 01: Commitment to Service
Total Quality Management – Part 02: Finding The Silent Minority – Recovering from Mistakes
Total Quality Management – Part 03: Continuous Improvement
Total Quality Management – Part 04: Listen to Your Customers
Total Quality Management – Part 05: Changing Role of Management
Total Quality Management – Part 06: Setting Boundaries
Total Quality Management – Part 07: Establishing Autonomy of Frontline Employees
Total Quality Management – Part 08: Measuring Results, Progress . . . Everything
Total Quality Management – Part 09: Performance Feedback & Accountability
Total Quality Management – Part 10: Publicize and Recognize Success
Trust
Understanding Employee Personalities Part I
Understanding Employee Personalities Part II
Valuing Your Customers
Voice of The Customer
Walking The Talk: When An Agency’s Service Standards Fail
What do Consumers Buy? The Story of Dynamic Duo
What Makes A Great Agency?
What To Do When An Owner Retires
When Great Customer Service is not Enough
When Is It An Investment, And When Is It Throwing Good Money After Bad?
When It’s Time To Say Good-Bye
When Money Doesnt Matter
Who is Number One in Your Agency?
Why Aren’t Your Producers Selling???
Why Can’t We Get Organized Around Here??!!??
Why do Employees Fail?
Why Traditional Time Management Doesnt Work for Half of The Population
Your Agency in 2020
Zero Time Service
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Perpetuation Planning
Agency Succession Planning
CAN YOU AFFORD TO RETIRE?
CAN YOU AFFORD TO RETIRE? 2
CONTINGENCY BUY-SELL AGREEMENTS
CONTINGENCY BUY-SELL AGREEMENTS 2
CONTINGENCY BUY-SELL AGREEMENTS AND SUCCESSION PLANNING — REPEAT
DOES SELLING PART OF YOUR AGENCY WORK??
GETTING THE FULL VALUE FROM YOUR AGENCY THE GOLDEN GOOSE
HOW CAN MY SUCCESSORS PAY ME FOR MY AGENCY
INTER-GENERATIONAL TRANSFERS OF INSURANCE AGENCIES
PERPETUATING AGENCIES THE DIFFERENCE BETWEEN A MERGER FOR PERPETUATION AND AN ACQUISITION IN DISGUISE
Perpetuation Or Succession?
Perpetuation Planning – Planting People
RETIRED IN PLACE
RETIRED IN PLACE (July 2021)
Sellers Remorse–perpetuation planning
STRATEGIES TO AVOID (NOT EVADE) TAXATION IN THE PERPETUATION OR SUCCESSION OF YOUR AGENCY
SUCCESSION OR PERPETUATION??
SUCCESSION OR PERPETUATION?? June 2021
SUCCESSION PLANNING – Preparing Management Succession Before They Get That Promotion
Taxing Ideas: Good News for Business Perpetuation Planning
THE CONTINGENCY BUY/SELL AGREEMENT
THE DANGERS OF PERPETUAL SUCCESSION PLANNING
The Perpetuation of the Independent Insurance Agency
THE TROUBLE WITH GENERATIONS OR- How to Move Your Agency from the Older to Younger Generation
Using the Agency Perpetuation Tool to Perpetuate Your Agency
WHAT HAPPENS WHEN A PRODUCER LEAVES AN AGENCY AND TAKES AGENCY BUSINESS
WHAT MAKES CUSTOMERS STAY OR GO?
When It’s Time To Say Good-Bye
WHY DO YOU NEED A CONTINGENCY BUY/SELL AGREEMENT AND A SUCCESSION PLAN
Return to Top
Producer Acquisitions
Catch-22
Concepts of Producer Compensation
Growth-loaded Producer Compensation
Growth-loaded Producer Compensation
How to Conduct and Measure Advertising and Marketing Campaigns
How to Maximize Agency Income
Identifying Prospects Who Wont Buy from You-Before You Waste Your Time
Intelligence And Marketing
Is it an Employee or Subcontractor?
Non-Competition Agreements
Perpetuation Planning – Planting People
Producer Compensation – 2001
Producer Compensation – 2006
Producer Compensation- 2008
Producer Contracts
Producer Contracts
Producer Equity
Producer Equity Positions
Producer Management
R.I.P. Retired In Place
Sales Competition Program
The Elephant Hunter
The Importance Of Contracts
The Problem with Producers
The Sales Personality – The Chameleon
The Tale of Two Family Businesses
Theft of Accounts: What to Do When A Producer Departs – With Your Accounts
Tiering Compensation To Incent Producers
We Told You So
What is a Salesmans Job?
Whats a Producer to do?
What’s A Producer Worth?
When Do Producers Stop Being Producers?
Who Owns The Accounts
Return to Top
|
Producer Compensation
A PRODUCER’S ROLE – Part 1
AGENCY CONSULTING GROUP GOING ON TOUR IN EVERY STATE —PRODUCER ACQUISITION, COMPENSATION, MOTIVATION AND MANAGEMENT AND RELATIONSHIP SELLING – THE ASSET PROTECTION MODEL
AGENCY CONSULTING GROUP PRESENTS INSURANCE AGENCY SUCCESS SEMINARS
ANOTHER LOOK AT COMPENSATING PRODUCERS WITH A SELF-TERMINATING CONTRACT
AQUIRING AND KEEPING GOOD PRODUCERS
BaseGrowth
Catch-22
Concepts of Producer Compensation
DANGER SIGNALS – WHAT TO LOOK FOR WHEN A PRODUCER MAY DEPART
Deferred Compensation
FAIR OWNERS’ COMPENSATION
GETTING NEW PRODUCERS PAYING FOR THEMSELVES
GOLDEN HANDCUFFS COMPENSATING HIGH REVENUE PRODUCERS
Growth-loaded Producer Compensation
Growth-loaded Producer Compensation
GROWTH-LOADED PRODUCER COMPENSATION- updated 2021
How to Conduct and Measure Advertising and Marketing Campaigns
HOW TO HIRE AND KEEP A GOOD PRODUCER – By Brandie Hinen, President of Powerhouse Learning
How to Maximize Agency Income
Identifying Prospects Who Wont Buy from You-Before You Waste Your Time
Intelligence And Marketing
Is it an Employee or Subcontractor?
mgtrep1
mgtrep2
NewProducers
NewRen
Non-Competition Agreements
OWNERS’ COMPENSATION
Perpetuation Planning – Planting People
PERSONAL LINES PRODUCERS PROGRAM – 2013 UPDATE
Producer Compensation – 2001
Producer Compensation – 2006
PRODUCER COMPENSATION Base/Growth Model
Producer Compensation- 2008
Producer Contracts
Producer Contracts
Producer Equity
Producer Equity Positions
PRODUCER EQUITY AND ITS EFFECT ON AGENCY VALUE
THE PRODUCER/GATEKEEPER RELATIONSHIP Part III of our PRODUCER’S ROLE series
Producer Management
PRODUCER PROFITABILITY ANALYSIS
PRODUCER VALIDATION AND MANAGEMENT (Jan 2022)
PRODUCER VALIDATION AND MANAGEMENT PROGRAM Revised for 2015
PRODUCER VALIDATION AND MANAGEMENT PROGRAM- Revised 2021
R.I.P. Retired In Place
Sales Competition Program
SHADOW STOCK
SHADOW STOCK – REVISITED
SHADOW STOCK – REVISITED (March 2022)
THE DEFINITION OF A “GOOD” PRODUCER
The Elephant Hunter
The Importance Of Contracts
The Importance of a Producer Agreement
The Problem with Producers
The Sales Personality – The Chameleon
The Tale of Two Family Businesses
Theft of Accounts: What to Do When A Producer Departs – With Your Accounts
Tiering Compensation To Incent Producers
VALIDATING PRODUCERS – NEW AND EXPERIENCED
We Told You So
WHAT DO YOU DO WHEN A PRODUCER DOESN’T HAVE TIME TO PRODUCE
WHAT HAPPENS WHEN A PRODUCER LEAVES AN AGENCY AND TAKES AGENCY BUSINESS
What is a Salesmans Job?
WHAT TO DO IF A PRODUCER LEAVES
Whats a Producer to do?
What’s A Producer Worth?
When Do Producers Stop Being Producers?
Who Owns The Accounts
Return to Top
Sales Development
ACTIVE REFERRAL PROGRAMS
Back to Basics Selling
Beating The Competition – Thrilling The Customers
BUILDING A RELATIONSHIP- Part IV of our PRODUCER’S ROLE series
Building a Sales Organization
Can Your Agency Sell Insurance?
DIFFERENTIATING YOUR AGENCY FROM YOUR COMPETITORS CUSTOMER BILLS OF RIGHTS AND EXPECTATIONS
Do you want Fries with that? The Art of Cross-Selling
How To Become A “Shark Hunter”
How to Conduct and Measure Advertising and Marketing Campaigns
Intelligence And Marketing
KEEPING IN TOUCH WITH YOUR CLIENTS
Negotiating The Sale
Sales Call – Back to The Basics
Sales Competition Program
TESTING FOR PRODUCERS HOW TO FIND THE FOURTEEN PERCENTERS
The Allocation of the Purchase Price in a Sale of an Agency
THE GOLD BENEATH YOUR FEET
What we do: Sales Planning
WHY BEING A SALES MANAGER DOESN’T HAVE TO BE THIS HARD by Brandie J. Hinen of Powerhouse Learning
Return to Top
Sales Planning
GUARANTEEING THE PAYMENTS FOR AN AGENCY SALE
How To Become A “Shark Hunter”
How to Conduct and Measure Advertising and Marketing Campaigns
How to Maximize Agency Income
Identifying Prospects Who Wont Buy from You-Before You Waste Your Time
Insurance Agency Websites
Intelligence And Marketing
Internet Marketing
Programs vs. Target Markets
Published Customer Standards
SALES COMPETITION PROGRAM
The “Keep-In-Touch” Program
The Myth & Mystique of Customer Loyalty
The New Hard Market
The Referral Tree Program
The Retention Dimension
The Video Brochure
To Service Center – Or Not To Service Center
We Didnt Know You Can Do That!
What we do: Sales Planning
You Can Lead a Horse to Water
Return to Top
Sales Training
‘BUT I TAUGHT HIM EVERYTHING HE KNOWS!’
Back to Basics Selling
Beating The Competition – Thrilling The Customers
Building a Sales Organization
Can Your Agency Sell Insurance?
CARRIER RETURN RATIO – HOW MUCH LEVERAGE DOES YOUR AGENCY HAVE FROM ITS CARRIER RELATIONSHIPS? CONTINGENCY RATIO (CR) AND TOTAL CARRIER RETURN RATIO (CRR)
Do you want Fries with that? The Art of Cross-Selling
FOUR CRITICAL QUESTIONS FOR LEADERS – Article #1
How To Become A “Shark Hunter”
How to Conduct and Measure Advertising and Marketing Campaigns
Intelligence And Marketing
KEEPING YOUR AGENCY VIBRANT AND PERTINENT IN A CHANGING INSURANCE ENVIRONMENT
Negotiating The Sale
Sales Call – Back to The Basics
Sales Competition Program
THE HELPER PERSONALITY: WHY SERVICE STAFF SHOULDN’T SELL INSURANCE
What we do: Sales Planning
Return to Top
Strategic Planning
HOW TO FINALLY IDENTIFY AND IMPLEMENT CHANGES THAT WILL IMPROVE YOUR AGENCY
HOW TO PULL YOUR OWN TEETH OR CONSULTING MADE EASY
THE DIFFERENCE BETWEEN DOING AND MANAGING
“AIN’T NOBODY’S FAULT BUT MINE”
2010 – SHELL-SHOCKED OR OPPORTUNITY KNOCKS?
ACTION PLANNING AND BENCHMARKING – PUTTING YOUR TACTICAL PLAN INTO PRACTICE
Advertising and Marketing Insurance In The “Tivo” Age
Agency Survival In The Down Economy
Agency Websites and Customer Communications As A Marketing Tool
Arrows in The Quiver
Baby Boomers Business Owners
Backwards From The Future
Breaking Through The Glass Ceiling
Building Your Agency – From The Ground, Up
Can Your Agency Sell Insurance?
Carrier Service Center Update
Creating a Legendary Agency
CREATING ACHIEVABLE GOALS AND OBJECTIVES
Cultural Shift to Service
Customer Satisfaction Surveys
Customer Surveys
Did You Know??
Disaster Recovery Plans
Do You Mean your Mission Statement?
Doctor, I think I Have The Shingles!!
Earning a Living or Running a Business
ENHANCING AGENCY PRODUCTIVITY AND PROFITABILITY
FEAR OF FAILURE THE DIFFERENCE BETWEEN DOING AND MANAGING
Five Steps To Profit In 2009
Focus on The Future / Focus on The Customer
Formulas For Success? – Or Failure?
From “Mom & Pop” to Professional Shop
Getting off The Treadmill
HELP, HELP, The Sky Is Falling!!!
How and Why to use a Consultant
How to Achieve The Goal
How To Become A “Shark Hunter”
How to Conduct and Measure Advertising and Marketing Campaigns
How To Use Consultants
If you want to know, ask your customers
Information Overload
Intelligence And Marketing
Interactive Strategic Planning
Internet Marketing
Investing In The Future
IS INCENTIVE COMPENSATION REALLY FOR YOUR AGENCY??
Is Innovation Impossible in The Insurance Business?
Is your Tactical Plan Dreams and Wishes, or a Game Plan for The Upcoming Year?
Just Do Something!!
Keys To Agency Success In Trying Times
Management Information Systems
Management Information Systems
Opening New Territories
Perpetuation Planning – Planting People
PLANNING FOR 2014
Points Of Differentiation
Pre-Planning: Beginning Your Strategic Planning Process
PROBLEMS OR ROADBLOCKS
Programs vs. Target Markets
Project Management Series
Published Customer Standards
R.I.P. Retired In Place
Re-Inventing Your Insurance Agency for The 21st Century
Rotting in The Status Quo
SOLVING THE DYSFUNCTIONAL INSURANCE AGENCY
Strategic Planning
Strategic Planning – 1st Quarter Adjustments
STRATEGIC PLANNING 2022
STRATEGIC PLANNING – WHY
Strategic Planning 2001
Strategic Planning 2003
Strategic Planning 2004
STRATEGIC PLANNING FOR INSURANCE AGENCIES – PART ONE
STRATEGIC PLANNING FOR INSURANCE AGENCIES PART TWO
Strategic Planning And Tactical Planning
Strategic Planning And Tactical Planning
Strategic Planning In The 21st Century
STRATEGIC PLANNING IN THE 21st CENTURY
Strategic Planning Meetings
STRATEGIC PLANNING PREPARATION
STRATEGIC PLANNING – NOW IS THE TIME TO START
STRATEGIES TO AVOID (NOT EVADE) TAXATION IN THE PERPETUATION OR SUCCESSION OF YOUR AGENCY
STRATEGIC VS. TACTICAL PLANNING WHY ARE BOTH IMPORTANT FOR AN AGENCY
SUCCESSION PLANNING
Succession Planning is Crucial
THE AGENT AS A SERVICING PRODUCER
The Automation Plan
The Baby Boomer Business Owner
The Change Process
The Changing Insurance Agency
THE CONTINGENCY BUY/SELL AGREEMENT
THE DEBT SPIRAL
The Future
The Future Of Agency Automation
The Future of The Independent Agency System
The Goal
THE IDIOT KID SYNDROME A Tale of Three Agencies
The Insurance Price Wars
The Keys To The Kingdom: Sales — Service — Financial Administration
The Magic Wand
The Myth & Mystique of Customer Loyalty
THE PROBLEM WITH STRATEGIC PLANNING
The Tale of Two Family Businesses
The Theory of Relativity: The Physics of Working with Family
The Video Brochure
The Vision of Success
The World’s Worst Kept Secret
To Service Center – Or Not To Service Center
Voice of The Customer
What Effect: The Internet
What Makes A Great Agency?
What To Do When An Owner Retires
What we do: Sales Planning
WHEN YOU’RE UP TO YOUR ANKLES IN ALLIGATORS IS STRATEGIC PLANNING IMPORTANT TO INSURANCE AGENCIES?
WILL YOUR AGENCY SURVIVE, THRIVE, OR MELT?
–OR—I JUST HAD A “KODAK MOMENT!”
You Can Lead a Horse to Water
YOU CAN’T GROW AN AGENCY WITHOUT GROWING YOUR CUSTOMER BASE
Your Agency in 2020
Return to Top
Tactical Planning
“AIN’T NOBODY’S FAULT BUT MINE”
Advertising and Marketing Insurance In The “Tivo” Age
Agency Survival In The Down Economy
Agency Websites and Customer Communications As A Marketing Tool
ARE THEY 1099 OR W-2? THE RAMIFICATIONS ARE GETTING SERIOUS!!
ARE YOU MAXIMIZING YOUR GROWTH? YOUR PROFITABILITY? YOUR PRODUCTIVITY? WOULD YOU LIKE TO?
Arrows in The Quiver
Baby Boomers Business Owners
Backwards From The Future
Breaking Through The Glass Ceiling
Building Your Agency – From The Ground, Up
Can Your Agency Sell Insurance?
Carrier Service Center Update
Coping with The Future
Creating a Legendary Agency
Cultural Shift to Service
Customer Satisfaction Surveys
Customer Surveys
Did You Know??
Disaster Recovery Plans
Do You Mean your Mission Statement?
Doctor, I think I Have The Shingles!!
Earning a Living or Running a Business
Five Steps To Profit In 2009
Focus on The Future / Focus on The Customer
Formulas For Success? – Or Failure?
From “Mom & Pop” to Professional Shop
Getting off The Treadmill
HELP, HELP, The Sky Is Falling!!!
How and Why to use a Consultant
How to Achieve The Goal
How To Become A “Shark Hunter”
How to Conduct and Measure Advertising and Marketing Campaigns
How To Use Consultants
If you want to know, ask your customers
Information Overload
Intelligence And Marketing
Interactive Strategic Planning
Internet Marketing
Investing In The Future
IS INCENTIVE COMPENSATION REALLY FOR YOUR AGENCY??
Is Innovation Impossible in The Insurance Business?
Is your Tactical Plan Dreams and Wishes, or a Game Plan for The Upcoming Year?
Just Do Something!!
Management Information Systems
Management Information Systems
MOTIVATING PRODUCERS TOWARD THE AGENCY’S GOALS
Opening New Territories
Perpetuation Planning – Planting People
Points Of Differentiation
Pre-Planning: Beginning Your Strategic Planning Process
PROBLEMS OR ROADBLOCKS
Programs vs. Target Markets
Project Management Series
Published Customer Standards
R.I.P. Retired In Place
Re-Inventing Your Insurance Agency for The 21st Century
Rotting in The Status Quo
Strategic Planning
Strategic Planning – 1st Quarter Adjustments
Strategic Planning 2001
Strategic Planning 2003
Strategic Planning 2004
Strategic Planning And Tactical Planning
Strategic Planning And Tactical Planning
Strategic Planning In The 21st Century
Strategic Planning Meetings
SUCCESSION PLANNING
The Automation Plan
The Baby Boomer Business Owner
The Change Process
The Changing Insurance Agency
The Future
The Future Of Agency Automation
The Future of The Independent Agency System
The Goal
The Insurance Price Wars
The Keys To The Kingdom: Sales — Service — Financial Administration
The Magic Wand
The Myth & Mystique of Customer Loyalty
The Tale of Two Family Businesses
The Video Brochure
The Vision of Success
The World’s Worst Kept Secret
To Service Center – Or Not To Service Center
Voice of The Customer
What Effect: The Internet
What Makes A Great Agency?
What To Do When An Owner Retires
What we do: Sales Planning
You Can Lead a Horse to Water
Your Agency in 2020
Return to Top
Valuation Service
ENTERPRISE GOODWILL AND PROFESSIONAL GOODWILL
GOODWILL ENTERPRISE AND PERSONAL IN DIVORCE SITUATIONS
MEASURING THE HEALTH OF YOUR AGENCY HOW TO READ YOUR BALANCE SHEET AND WHAT IT MEANS
RISK FACTORS IN VALUING YOUR AGENCY
The Standards & Guidelines for Appraising Insurance Agencies/Brokers
Return to Top
Virtual Insurance Agency
Clustering and The Virtual Insurance Agency
DISTRIBUTING CONTINGENCY INCOME FAIRLY
THE DEATH OF PROCESSING IN THE INSURANCE AGENCY
THE RISKS OF A BAD HIRE
Virtual Insurance Agency
Virtual Insurance Agency – Update
VIRTUAL MANAGEMENT AND DASHBOARD REPORTS
VIRTUAL MANAGEMENT AND DASHBOARD REPORTS
Return to Top
Producer Management
Catch-22
Concepts of Producer Compensation
FREEING PRODUCER TIME FOR CLIENT AND PROSPECT SALES CALLS
Growth-loaded Producer Compensation
Growth-loaded Producer Compensation
How to Conduct and Measure Advertising and Marketing Campaigns
How to Maximize Agency Income
Identifying Prospects Who Wont Buy from You-Before You Waste Your Time
Intelligence And Marketing
INTRODUCING THE AGENCY CONSULTING GROUP, INC. PROSPECTING SUITE �
Is it an Employee or Subcontractor?
Monday Morning: A Brand New Designation for Personal Lines Professionals
Non-Competition Agreements
Perpetuation Planning – Planting People
Producer Compensation – 2001
Producer Compensation – 2006
Producer Compensation- 2008
PRODUCER COMPENSATION Base/Growth Model 2021
Producer Contracts
Producer Contracts
Producer Equity
Producer Equity Positions
Producer Management
PRODUCER PRE-VISIT PRE-WORK Part II of our PRODUCER’S ROLE series
PRODUCER PRE-VISIT PRE-WORK Part II of our PRODUCER’S ROLE series: June 2021
PRODUCER VALIDATION AND MANAGEMENT PROGRAM
R.I.P. Retired In Place
Sales Competition Program
THE EFFECT OF THE FTC’S PROPOSED RULE TO BAN NONCOMPETE CLAUSES
The Elephant Hunter
THE GOLD BENEATH YOUR FEET
The Importance Of Contracts
The Problem with Producers
THE SALES FUNNEL IN THE ASSET PROTECTION MODEL OF RELATIONSHIP SELLING (Bonus part VI of the Producer’s Role series)
The Sales Personality – The Chameleon
The Tale of Two Family Businesses
THEFT OF ACCOUNTS What to Do When A Producer Departs – With Your Accounts
Theft of Accounts: What to Do When A Producer Departs – With Your Accounts
Tiering Compensation To Incent Producers
We Told You So
What is a Salesmans Job?
WHAT’S THE MOST IMPORTANT ISSUE TO AN AGENCY ABOUT PRODUCERS
Whats a Producer to do?
What’s A Producer Worth?
When Do Producers Stop Being Producers?
WHEN IT’S TIME TO CLOSE THE SALE OR CLOSE THE RELATIONSHIP
Part V of our PRODUCER’S ROLE series
Who Owns The Accounts
Return to Top
Web Development
AGENCY WEBSITE DEVELOPMENT – ON STEROIDS
AGENCY WEBSITE DEVELOPMENT – ON STEROIDS
Agency Websites and Customer Communications As A Marketing Tool
ARE YOU USING THE INTERNET AND YOUR WEBSITE TO ENHANCE YOUR BUSINESS?
Change Your Internet Experience with a New Browser
CLOUD COMPUTING AND THE INSURANCE AGENT
Disintermediation: A Wake-up Call
Exposure Alert!!! How Many of Your Clients Have Websites? Does Your Agency Have A Website??
Information Overload
NEW YEAR – NEW WEBSITE – NEW LOOK
SEARCH ENGINE OPTIMIZATION (SEO) SIMPLIFIED FOR NORMAL FOLKS
Social Media 101 – For Insurance Agents
Social Media 101 – For Insurance Agents – Part 2 in a 3 part series
Return to Top
Workflow Management
Accountability is Not What You Think It Is 5 questions that create a culture of responsibility
By Tom Baker
ACTIVITY REPORTING – MEASURING THE HEARTBEAT OF THE AGENCY
AGENCIES AT THE CROSSROADS – WHICH WAY WILL YOU GO?
Agency Atrophy
AGENCY CONSULTING GROUP INC. HIRING SYSTEM Update
An Analysis of The Companies Service Centers
Are you Giving your Customers What They Want?
ARE YOU WHAT YOU SAY YOU ARE?
ARE YOUR EMPLOYEES A GOOD FIT WITH YOUR PERSONALITY? HOW BEST TO MANAGE YOUR DIRECT REPORTS!
ARE YOU RUNNING THE RACE – OR RUNNING IN PLACE?
Arrows in The Quiver
Attitude Adjustment
AVOIDING F.T.I. (FAILURE TO IMPLEMENT) Article #4
Carrier Service Center Update
CREATING A CUSTOMER-CENTRIC INSURANCE AGENCY
Dedicated vs. Distributed Claims – What’s Right For my Agency?
DIFFERENTIATING YOUR AGENCY FROM YOUR COMPETITORS CUSTOMER BILLS OF RIGHTS AND EXPECTATIONS
Disaster Recovery Plans
Disbursing with Accounting Inefficiency
Do Your Employees “Bleed” When Retention id Poor?
Eliminating Receivables
Facilitating The Insurance Agency
FLEXWORK – HOW TO USE YOUR STAFF TO YOUR BEST ADVANTAGE
Four Simple Commandments can Help you Avoid E&O Sins
Front-End vs. Back-End Scanning
GAIN ACCOUNTABILTY WITH BIG TIME RESULTS
GEOGRAPHIC NON-COMPETE AGREEMENTS
HOW DO YOU SELECT AND EVALUATE YOUR STAFF MEMBERS?
HOW TO REDUCE TURNOVER — BY TERMINATING EMPLOYEES
If you want to know, ask your customers
Internet Marketing
Is this The party to who I am speaking?
Just Do Something!!
KEEPING YOUR AGENCY VIBRANT AND PERTINENT IN A CHANGING INSURANCE ENVIRONMENT
Management Information Systems
Managing By The Numbers
MEASURING EMPLOYEE PERFORMANCE
Once And Done
PROCESS ENGINEERING IN INSURANCE AGENCIES
Quality Customer Service: Do We Walk The Talk – Or Just Talk??
R I P – Retired In Place
Shepherding Claims
SIMPLIFIED HIRING SYSTEMS THAT REALLY WORKS
So What is a Liquidity Ratio and Why Should it Be Important For an Insurance Agent??
SOLE – The Self Organized Learning Environment
Solving The Receivables Dilemma
THE “HOW TO’S” OF CHANGE – Article #2
THE AGENT AS A SERVICING PRODUCER
THE FASTER I GO, THE “BEHINDER” I GET! MONKEY TRANSFER
THE FASTER I GO, THE ‘BEHINDER’ I GET!! MONKEY TRANSFER (June 2022)
THE HELPER PERSONALITY: WHY SERVICE STAFF SHOULDN’T SELL INSURANCE
THE HOTTEST TOPIC
THE IMPACT OF NEW EMPLOYEES ON YOUR CLIENTS
THE PRODUCER/GATEKEEPER RELATIONSHIP Part III of our PRODUCER’S ROLE series
The Retention Dimension
Time Management For Insurance Agents
To Service Center – Or Not To Service Center
Transaction Analysis
Triage – A Backlog Reduction Program
Voice of The Customer
WHY DO YOU NEED A CONTINGENCY BUY/SELL AGREEMENT AND A SUCCESSION PLAN
Return to Top
Miscellaneous
2011-2012 Composite of Agency Operations
2012 – Composite Group 1 – Net Revenue <$1,000,000
2012 – Composite Group 3 – Net Revenue $2,000,000 – $3,000,000
2012 -Composite Group 2 – Net Revenue $1,000,000 – $2,000,000
2012 Composite Group 4 – Net Revenue >$3,000,000
2015 – Agency Consulting Group Productivity – Table 3
2015 – Composite Group 2 Net Revenue $1,000,000 – $2,000,000
2015 Composite Group 1 <$1,000,000
2015 Composite Group 4 Net Revenue > $3,000,000
2015 Contingencies as a percentage of Prior Year P & C Commissions Table 1
2015 Gross Profitability Relativity Percentage of Net Revenues Table 2
2015 Historical Productivity Table 4
2015-2016 Agency Consulting Group, Inc.
2015-Composite Group 3 Net Revenue $2,000,000 – $3,000,000
2016 In Review – And What To Expect as An Insurance Agency in 2017
9/11/2001
“AIN’T NOBODY’S FAULT BUT MINE” (July 2022)
A CRITICALLY IMPORTANT CHANGE FOR AGENTS PROVIDING HOMEOWNERS INSURANCE AND FOR ANYONE OWNING A HOME THAT IS INSURED
A Parting Shot
A QUICK WAY FOR AGENCIES WITH LOANS TO MAKE MORE MONEY – THIS YEAR!
Acquired Priority Deficiency (APD)
Actual Employee Performance Evaluation Comments
AGENCY DASHBOARD REPORTING
AGENCY CONSULTING GROUP GOING ON TOUR IN EVERY STATE —PRODUCER ACQUISITION, COMPENSATION, MOTIVATION AND MANAGEMENT AND RELATIONSHIP SELLING – THE ASSET PROTECTION MODEL
AGENCY CONSULTING GROUP PRESENTS
Agency Consulting Group Productivity
AGENCY CONSULTING GROUP, INC. CONTINUES TO GROW!
Agency Consulting Group, Inc. Hiring System Free Webinar
AGENCY/CLIENT AGREEMENTS DEFINING AND MEASURING UP TO EXPECTATIONS
AGENCY LIFE CYCLE BE CAREFUL OF AGENCY ATROPHY
AGENCY VALUATION – A REAL LIFE CASE STUDY – WHY A LITTLE KNOWLEDGE IS A DANGEROUS THING
ANOTHER LOOK AT THE SEVEN HABITS
April 2016 Great Truths
ARE PRODUCERS AND EMPLOYEES 1099 CONTRACTORS OR EMPLOYEES?
ARE YOU ONE OF THE MANY OR ONE OF THE FEW ??
ARE YOU MAXIMIZING YOUR GROWTH? YOUR PROFITABILITY? YOUR PRODUCTIVITY? WOULD YOU LIKE TO?
ARE YOU THE INSURANCE AGENT YOU PURPORT TO BE? CAN YOU BECOME THAT AGENT?
ARE YOU WHAT YOU SAY YOU ARE?
BALLOON PAYMENTS – THE BOGEYMAN OF AGENCY FINANCING – HOW TO ELIMINATE THEM
Bilateral Contracts for Agency Perpetuators
BUILDING YOUR AGENCY – FROM THE GROUND, UP
CAN AN ORGANIZATION OUTGROW ITS OWNER AND VICE VERSA?
Carrier/Agency Relationship
CASH FLOW PROJECTIONS IN AGENCY ACQUISITIONS
CHANGE IN TAX LAW TO AFFECT DEDUCTIBILITY OF BUSINESS EXPENSES
CLAIMS AND REMARKETING CUSTOMERS
CLAIMS HANDLING: SHOULD AGENTS BE INVOLVED? – LISTEN TO THE CUSTOMERS!!
Cultivating Innovation within your Agency
CUTTING EDGE OR CATCH UP: MARKETING IN A DIGITAL WORLD
Defining an Agency’s “Corporate Culture” by Carletta Young
DEFINITION OF TERMS
DIFFERENTIATING SELLING FROM CONSULTING
DIFFERENTIATING YOUR AGENCY FROM YOUR COMPETITORS CUSTOMER BILLS OF RIGHTS AND EXPECTATIONS
DOCTOR, I THINK I HAVE THE SHINGLES!!
Don’t Gamble When Hiring New Employees
DON’T WAIT TO CALL YOUR DOCTOR OR YOUR CONSULTANT
FAST – HIGH QUALITY – CHEAP
February’s Quote of the Month
FEDERAL UNEMPLOYMENT TAX RATE CHANGES JULY 1, 2011
FINAL MONTH to save $1000
FINDING NEW EMPLOYEES DURING A PANDEMIC
GOOGLE TO SHUT DOWN ONLINE INSURANCE SITE
GRADATION
GREAT CUSTOMER SERVICE ISN’T IF NO ONE KNOWS ABOUT IT–misc.
Great Truth – JK Rowling
Great Truth 10
Great Truth 17
Great Truth 18
Great Truth 19
Great Truth 20
Great Truth 22
Great truth 24
Great Truth 27
Great Truth 29
Great Truth 30
Great Truth 31
Great Truth 32
Great Truth 33
Great Truth 34
Great Truths # 5
Great Truths # 5
Great Truths #2
Great Truths #3
Great Truths -2 of 2016
Great Truths 9
GREAT TRUTHS ABOUND –
Gross Profitability Relativity
GROSS PROFITABILITY RELATIVITY – PERCENTAGE OF NET REVENUES
GROWING YOUR AGENCY THE OLD FASHIONED WAY — WITH NEW TOOLS
GUARANTEEING THE PAYMENTS TO A SELLING OWNER LIQUIDITY TESTING
HELP US HELP YOU!! MARKETING THROUGH SOCIAL NETWORKING
Historical Productivity
HOW CAN AGENCY CONSULTING GROUP MAKE MONEY FOR MY AGENCY IN 2014?
HOW COVID IS REDEFINING THE INSURANCE AGENCY INDUSTRY
HOW DOES THE HEALTH CARE LAW AFFECT INSURANCE AGENCIES?
HOW TO BUILD A BOOK OF BUSINESS MARKETING PLANNING WITH YOUR CARRIERS
HOW TO PULL YOUR OWN TEETH AKA CONSULTING MADE EASY
HOW WILL THE NEW TAX LAWS AFFECT YOU? ONLY TIME WILL TELL
I N MEMORIAM
INSURANCE AGENCY – PRODUCTIVITY FACTORS
Insurance Agent Summit
INSURANCE AGENT SUMMIT – APRIL 4
IRS CHANGES MILEAGE RATE
IT COULD NEVER HAPPEN TO ME
John Adams – Great Truths
LAST CHANCE TO REGISTER!!!
Make 2017 YOUR YEAR for Professional Development
MARKETING USING EMAILED NEWSLETTERS
MASLOW’S HIERARCHY OF NEEDS AND THE INSURANCE PRODUCER
MAXIMIZING AGENCY VALUE IN SUCCESSION OR PERPETUATION PART ONE – IDENTIFYING YOUR AGENCY TYPE
May 2016 Great Truth
MEETING CUSTOMER EXPECTATIONS VS. INCREASING AGENCY EFFICIENCY
Mileage News For 2009
MISCONCEPTIONS OF EBITDA AND WHY IT IS IMPORTANT TO KNOW IT
MISSION EXCELLENCE – CREATING AN INTERNAL E&O LOSS CONTROL PROGRAM
Monday Mornin
Monday Morning “I” Opener – The Gap Elimination
MONDAY MORNING “I” OPENER: The Top Ten Producer Mistakes
Monday Morning ‘I’ Opener: Goodbye 2015… Hello 2016!
Monday Morning Ready or Not– A Disaster is Coming
MONDAY MORNING THERE IS A WATSON IN OUR FUTURE
Motivation and De-Motivation
MOVING CUSTOMERS
NEED AND CASH FLOW AGENCY VALUATION FROM BOTH BUYER’S AND SELLER’S PERSPECTIVE
NewRen
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT FIVE SEEK FIRST TO UNDERSTAND BEFORE BEING UNDERSTOOD
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT FOUR
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT FOUR (Sept 2021)
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT ONE
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT ONE: June 2021
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT SEVEN SHARPENING THE SAW
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT SEVEN SHARPENING THE SAW (Jan 2022)
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT SIX SYNERGIZE (Dec 2021)
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT THREE
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT TWO
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT TWO (July 2021)
PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT THREE
Putting First Things First (August 2021)
PREPARATION BEFORE AN INCIDENT IS BETTER THAN REPARATIONS AFTER
PROCESS ENGINEERING IN INSURANCE AGENCIES How to determine if you are properly staffed and the proper workload of your staff
PSYCHOLOGY 101 – HUMAN BEHAVIOR EXPERIMENT—Written by Ron Thornton
R. I. P. – George Nordhaus – 4/8/33 – 4/24/23
SEEKING THE HOLY GRAIL OF MARKETING – A NEW WAY TO GAIN CLIENTS
SERVICE CENTERS – AN UPDATE
SHOULD YOU BE A PROGRAM MANAGER?
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TAXING IDEAS C-Corps get Flat Tax for Tax Year 2018 EVERYONE ELSE Must Read This Article
Taxing Ideas: New Development for The Office in The Home Deduction
Taxing Ideas: Summer Employees
Ten Commandments of Good Business
TESTIMONIALS AND REFERENCES POWERFUL ALLIES FOR BUILDING NEW RELATIONSHIPS
THE BOTTOM LINE ENHANCING AGENCY PRODUCTIVITY AND PROFITABILITY
THE CARE AND FEEDING OF PRODUCERS
THE DANGERS OF OUTSOURCING PAYROLL
THE EFFECTS OF A NEW ADMINISTRATION ON THE INSURANCE INDUSTRY PREDICTIONS
THE EMOTIONAL BANK ACCOUNT
THE EMOTIONAL BANK ACCOUNT (July 2022)
THE HIRING PROCESS – WHY MISTAKES ARE MADE
THE RISKS OF A BAD HIRE
THE TWO-WAY BEAUTY CONTEST by Jonathan Brown
TOXIC EMPLOYEES
TRAVEL AND INSURANCE FINDING SALES PROFESSIONALS OUTSIDE THE INDUSTRY
USING AND ABUSING WHOLESALERS
VICTIM OR PRAGMATIC POSITIVE MENTAL ATTITUDE (PPMA)
Victory !! ?? !!
VIRTUAL MANAGEMENT AND DASHBOARD REPORTS
WHAT IT MEANS TO HAVE AN INTERNAL SUCCESSION PLAN
WHAT TO DO WITH THE PPP LOAN FORGIVENESS
WHEN A CARRIER REDUCES COMMISSION – WHAT DO YOU DO? Suck It Up? Moan and Groan? Get the H___ Out of Dodge? Or Make Lemonade?
When is enough not really enough?
WHITE NOISE
Why You Should Use a Professional Consultant for Your Agency
WILL YOU BE RETIRING OR SELLING YOUR AGENCY IN 2012 OR 2013
WOULD YOU BET YOUR LIFE ON YOUR NEXT ACQUISITION
YEAR END BONUSES – SHOULD YOU OR SHOULDN’T YOU?
YEAR END EMPLOYEES EVALUATIONS
Yes Man Failure Factor
You Can’t Manage What You Can’t Count
2019 Composite ofAgency Operations
2019 Composite Group 1
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2019 Composite Group 3
2019 Composite Group 4
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