The Real WHY!

Earlier this year, we were contacted by an agency owner who had heard us on a podcast.  Little did we know how much that initial phone call would come to mean.  There was something very special about this owner and we were intrigued to learn more.  The organic growth rates his agency was consistently achieving… Continue Reading

Trajectory

Trajectory:The Forgotten Key Performance Indicator Imagine being a passenger on a flight to the moon…  The command center is busy collecting and monitoring hundreds of dials, gauges and metrics.  The pilots are reviewing the results to ensure all systems are “go.”  Every last detail is scrutinized for potential dangers.  As a passenger, we’re really unaware… Continue Reading

HIDDEN IN PLAIN SIGHT! Your Agency’s Next Successful Producers

Would you recognize your next producers if you saw them? It may be one of the most talked about, stressed over and confusing topics in the world of independent insurance agencies: Hiring new producers.  Progressive agencies can’t grow with out them but they seem to be elusive as a mythical creature.  It is an issue… Continue Reading

Put the Success Back into Succession!

Succession Plans are typically for a change in business ownership.  As well as they should be – you want the business to continue on its path of success as you plan for succession.  (Ah, see what I did there? Stay with me, there’s more). All too often we’re seeing the transfer of a business –… Continue Reading

The Difference: Bookkeeper to CFO

What’s the difference between a bookkeeper and a Chief Financial Officer (CFO)? I suppose it is a matter of interpretation.  No pun intended!  Every business (and yes, insurance agencies as well ) no matter how large or small has the same essential accounting functions.  Therefore, almost every agency needs a bookkeeper, CFO, and CPA. Surprised? It will all… Continue Reading

Producer Management – Where most Agencies Fail

Let me not keep you waiting for the punch line: “Manage Processes, LEAD People”. Do you know any producers who actually want to be managed?  Most of the producers I know, especially the Rain Makers,  don’t like being managed, in fact, they hate it.  Now don’t get the wrong idea, I’m surely not advocating to… Continue Reading

Success and Mindset – the Power Connection

“It’s not whether you get knocked down. It’s whether you get up.” Vince Lombardi Face it: Life is tough sometimes.  It can kick you in the teeth when you least expect it and there is no fairness to it.  Even worse, many times there isn’t anything you can even do about it – especially in… Continue Reading

Quick Tip for Making those New Years Resolutions a Reality!

Does this sound familiar: Year after year New Year’s Eve comes and so do the resolutions. Big ideas, goals and plans are the way to get off to a fresh start, right?  Past failures won’t deter you!  This will be the year you get them done. Then again, you might be on the other end… Continue Reading

Can you truly win without keeping score?

Sports teams know their individual stats as well as how they measure up against others – you should too! As an independent agency owner/executive, hopefully you know your top key metrics such as growth rate, sales velocity, EBITDA profit, client retention rate and compensation expense.  Monthly, quarterly and annually, the numbers are produced, and business… Continue Reading

Pipeline Management – It’s more than a pipe dream!

Improving your pipeline management is the answer to having a sales year of your dreams! It is a great mystery why prospect pipeline management is such a neglected area when agency owners/executives are constantly dreaming of improved sales and clearer forecasting. Ask any agency owner/executive for their 2019 goals and chances are “increased sales” is… Continue Reading