The Marriage of Financial and Organizational Excellence: Strategic Plans that Unite Both Sides

This is a continuation from our previous blog post, The Marriage of Financial and Organizational Excellence. Read the introduction, here. Below is one of the three most impactful ways this union will move your agency forward. How an agency approaches strategic plan sessions dictates how likely it is to achieve their goals. Typically, an agency… Continue Reading

The Marriage of Financial and Organizational Excellence

Often, our clients and prospects share a laugh when we note that Don is the “numbers” and I (Roe) am the “human.” Don has an intuitive sense when the figures don’t look right just as it’s common for me to spot an employee who doesn’t seem right.  While it is easy for each of us… Continue Reading

Unacceptable Assumptions

Don’t take a hands-off approach to year end planning As we head into the fourth quarter and year-end, many agencies will be preparing to work with their CPAs to produce year-end financial statements and tax returns.  This time of year is usually filled with more dread than excitement as agency owners face up to the… Continue Reading

The Vanishing Act

How your clients are disappearing before your eyes! One of the most talked about topics we come across is client retention.  Agencies put so much effort into obtaining a new client and yet keeping them over the years is even harder.  In fact, for some it’s absolute mystery.  Because of the effort involved with tracking,… Continue Reading

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

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

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