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Welcome to The PIPELINE

A national monthly newsletter for agency principals dedicated to agency management topic

We have been in continuous publication since 1987 and The PIPELINE circulates to agents, association executives and insurance company personnel in every state of The U.S.

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Article Topics

Please click on any topic below to access all articles within that topic.

Acquisition Management

Agency Analysis

Agency Automation

Agency Clusters

Agency Valuation

Asset Protection Model

Automation Analysis

Benchmarking

Brainstorming

Budgeting

Clustering

Compensation Analysis

Crisis Management

Expert Witness

Incentive Compensation Program

Litigation Support

Market Planning

Merger Management

Merger Acquisitions and Divestitures

Network Monitoring

Org Development

Perpetuation Planning

Producer Acquisitions

Producer Compensation

Sales Development

Sales Planning

Sales Training

Strategic Planning

Tactical Planning

Valuation Service

Virtual Insurance Agency

Producer Management

Web Development

Workflow Management

Miscellaneous

Acquisition Management

 

ACQUIRING AGENCIES

GUARANTEEING THE PAYMENTS FOR AN AGENCY SALE

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

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?

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 CONSULTING GROUP HIRING SYSTEM

AGENCY VITAL SIGNS

AN EXPLANATION OF TREASURY STOCK ON A BALANCE SHEET

ARE YOU MAXIMIZING YOUR GROWTH?

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?

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 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

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

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 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?

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 Agency Valuer

The Baby Boomer Business Owner

THE RELATIONSHIP BETWEEN AGENCY VALUE AND PRICE

VALUATION

Whats your Agency Worth?

Who Owns The Accounts

WHY VALUE YOUR AGENCY

WHY VALUE YOUR AGENCY?

Why Values Can Be Different

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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

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

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

Return to Top

Compensation Analysis

 

ANOTHER LOOK AT COMPENSATING PRODUCERS WITH A SELF-TERMINATING CONTRACT

Combining Incentive Compensation

Compensating Owners

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

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

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??

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

Return to Top

Litigation Support

 

AGENCY/CLIENT AGREEMENTS – DEFINING AND MEASURING UP TO EXPECTATIONS

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Market Planning

 

On Demand

A COMMODITY VS. A RELATIONSHIP

ACTIVE REFERRAL PROGRAMS

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

Designing Your Agencys Brochure

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 YOUR BUSINESS BY MARKETING THE SPECIALTIES IN MONDAY MORNING MARKETS

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

YOU CAN’T GROW AN AGENCY WITHOUT GROWING YOUR CUSTOMER BASE

Return to Top

Merger Management

 

ACQUISITION ‘LOOK-BACK’ PROVISIONS TO ASSURE FINANCIAL ACCURACY

Webinar: Today’s Market for Mergers and Acquisitions

Return to Top

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

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

Return to Top

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 Kill The Quality Initiative in your Organization

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

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?

CONTINGENCY BUY-SELL AGREEMENTS

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

STRATEGIES TO AVOID (NOT EVADE) TAXATION IN THE PERPETUATION OR SUCCESSION OF YOUR AGENCY

SUCCESSION OR PERPETUATION??

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

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

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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

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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

Growth-loaded Producer Compensation

Growth-loaded Producer Compensation

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 Management

PRODUCER PROFITABILITY ANALYSIS

PRODUCER VALIDATION AND MANAGEMENT PROGRAM Revised for 2015

R.I.P. Retired In Place

Sales Competition Program

SHADOW STOCK

SHADOW STOCK – REVISITED

THE DEFINITION OF A “GOOD” PRODUCER

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

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

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Sales Development

 

ACTIVE REFERRAL PROGRAMS

Back to Basics Selling

Beating The Competition – Thrilling The Customers

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

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

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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

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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

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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

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 – WHY

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 IN THE 21st CENTURY

Strategic Planning Meetings

STRATEGIC PLANNING PREPARATION

STRATEGIES TO AVOID (NOT EVADE) TAXATION IN THE PERPETUATION OR SUCCESSION OF YOUR 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 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?

You Can Lead a Horse to Water

YOU CAN’T GROW AN AGENCY WITHOUT GROWING YOUR CUSTOMER BASE

Your Agency in 2020

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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

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

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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

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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

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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 Contracts

Producer Contracts

Producer Equity

Producer Equity Positions

Producer Management

PRODUCER PRE-VISIT PRE-WORK Part II of our PRODUCER’S ROLE series

PRODUCER VALIDATION AND MANAGEMENT PROGRAM

R.I.P. Retired In Place

Sales Competition Program

The Elephant Hunter

THE GOLD BENEATH YOUR FEET

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

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?

Who Owns The Accounts

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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

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Workflow Management

 

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!

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

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 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 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

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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

A CRITICALLY IMPORTANT CHANGE FOR AGENTS PROVIDING HOMEOWNERS INSURANCE AND FOR ANYONE OWNING A HOME THAT IS INSURED

A Parting Shot

Acquired Priority Deficiency (APD)

Actual Employee Performance Evaluation Comments

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

ANOTHER LOOK AT THE SEVEN HABITS

April 2016 Great Truths

ARE PRODUCERS AND EMPLOYEES 1099 CONTRACTORS OR EMPLOYEES?

ARE YOU WHAT YOU SAY YOU ARE?

Bilateral Contracts for Agency Perpetuators

Carrier/Agency Relationship

CASH FLOW PROJECTIONS IN AGENCY ACQUISITIONS

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 YOUR AGENCY FROM YOUR COMPETITORS CUSTOMER BILLS OF RIGHTS AND EXPECTATIONS

Don’t Gamble When Hiring New Employees

February’s Quote of the Month

FEDERAL UNEMPLOYMENT TAX RATE CHANGES JULY 1, 2011

FINAL MONTH to save $1000

GOOGLE TO SHUT DOWN ONLINE INSURANCE SITE

GRADATION

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

HELP US HELP YOU!! MARKETING THROUGH SOCIAL NETWORKING

Historical Productivity

HOW CAN AGENCY CONSULTING GROUP MAKE MONEY FOR MY AGENCY IN 2014?

HOW DOES THE HEALTH CARE LAW AFFECT INSURANCE AGENCIES?

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

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 FOUR

PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT ONE

PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT SEVEN SHARPENING THE SAW

PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT THREE

PRACTICING THE SEVEN HABITS IN INSURANCE AGENCIES – HABIT TWO

PREPARATION BEFORE AN INCIDENT IS BETTER THAN REPARATIONS AFTER

PSYCHOLOGY 101 – HUMAN BEHAVIOR EXPERIMENT—Written by Ron Thornton

SEEKING THE HOLY GRAIL OF MARKETING – A NEW WAY TO GAIN CLIENTS

SHOULD YOU BE A PROGRAM MANAGER?

someName

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 DANGERS OF OUTSOURCING PAYROLL

THE EFFECTS OF A NEW ADMINISTRATION ON THE INSURANCE INDUSTRY PREDICTIONS

THE EMOTIONAL BANK ACCOUNT

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

Victory !! ?? !!

WHAT IT MEANS TO HAVE AN INTERNAL SUCCESSION PLAN

WHEN A CARRIER REDUCES COMMISSION – WHAT DO YOU DO? Suck It Up? Moan and Groan? Get the H___ Out of Dodge? Or Make Lemonade?

WHITE NOISE

Why You Should Use a Professional Consultant for Your Agency

WILL YOU BE RETIRING OR SELLING YOUR AGENCY IN 2012 OR 2013

Yes Man Failure Factor

You Can’t Manage What You Can’t Count

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