2001-2002 Composite Group Analysis
21st CENTURY AGENCY MANAGEMENT SYSTEMS
ACQUIRED PRIORITY DEFICIENCY (APD)
ACQUIRING AGENCIES AND THE SEVEN HABITS
ACTUAL EMPLOYEE PERFORMANCE EVALUATION COMMENTS
AGENCY AUTOMATION IN THE 21ST CENTURY
BITS AND BYTES OR BRICKS AND MORTAR
Carrier/Agency Relationship
COMPANIES AND AUTOMATION: ARE THEY SAVING ME OR COSTING ME ??
Computer Hardware Purchases
Concepts of Producer Compensation
CONSULTATIVE SALES
Contact Management Software
Cultivating Innovation within your Agency
Cyberspace and Insurance
Cyberspace and the Internet - Are you ready?
DEDICATED VS. DISTRIBUTED CLAIMS – WHAT’S RIGHT FOR MY AGENCY?
Defining an Agency’s “Corporate Culture” by Carletta Young
Disbursing with Accounting Inefficiency
DISINTERMEDIATION: A WAKE-UP CALL
Facilitating the Insurance Agency
Is this the party to who I am speaking?
JUST DO SOMETHING!!
Never Been Better
Outsourcing in an Insurance Agency
Project Management Series
RELATIONSHIP SELLING/CONSULTATIVE SELLING
RISK FACTORS TO BE CONSIDERED IN AGENCY ANALYSIS AND VALUATION
SEVERE WORKER SHORTAGE FORESEEN BY 2015
SHEPHERDING CLAIMS
Slaying the Automation Monster
SO WHAT IS A LIQUIDITY RATIO AND WHY SHOULD IT BE IMPORTANT FOR AN INSURANCE AGENT ??
Solving the Receivables Dilemma
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STRATEGIC PLANNING 2003
STRATEGIC PLANNING 2004
THE ASSET PROTECTION MODEL
The Automation Plan
THE ELEPHANT HUNTER
THE FUTURE
THE FUTURE OF AGENCY AUTOMATION
THE FUTURE OF THE INDEPENDENT AGENCY SYSTEM
THE INTERNET FOR INSURANCE PROFESSIONALS
THE SALES PERSONALITY – THE CHAMELEON
TO WEB OR NOT TO WEB
Triage - A Backlog Reduction Program
What Effect: The Internet
WHEN A CAREER TURNS INTO A LIFE SENTENCE

Combining Incentive Compensation
COMPENSATING OWNERS
EVALUATIONS AND COMPENSATION
GROWTH-LOADED PRODUCER COMPENSATION
Growth-loaded Producer Compensation
INCENTIVE COMPENSATION FOR NON-PRODUCER EMPLOYEES
Incentive Compensation Programs
Incentive Programs
NON-COMPETITION AGREEMENTS
Owners Compensation
PRODUCER COMPENSATION – 2001
Producer Compensation - 2006
PRODUCER COMPENSATION - 2008
Producer Contracts
Producer Equity
PRODUCER EQUITY POSITIONS
Producer Management
We Told You So
What about Frank?
When Does Incentive Compensation Make Sense

ADVERTISING AND MARKETING INSURANCE IN THE “TIVO” AGE
AGENCY ACQUISITION – 2008
But I Cant Afford to Advertise
CARRIER SERVICE CENTER UPDATE
Clients for LIfe
CLUSTERING AND THE VIRTUAL INSURANCE AGENCY
CLUSTERING AND THE VIRTUAL INSURANCE AGENCY
COOL CONFERENCE LIVE-A Service That Can Change Your Business
Creating and Implementing Marketing Plans
Designing Your Agencys Brochure
Focusing on Target Markets
How to Maximinze Agency Income
Identifying Prospects Who Wont Buy from You
Identifying Prospects Who Wont Buy from You-Before You Waste Your Time
INTELLIGENCE AND MARKETING
Internet Marketing
Market Research - The Key to Program Development
Marketing Tip: Success Story Marketing
OPENING NEW TERRITORIES
Programming Your Marketing Efforts
Programs vs. Target Markets
Re-thinking Your Marketing Approach
SEARCH AND SCREEN – BUYING AND SELLING AGENCIES
THE ASSET PROTECTION MODEL – UPDATE 2007
THE CHANGING INSURANCE AGENCY
THE CONTACT GRID IN THE ASSET PROTECTION MODEL
The Insurance Price Wars
The Myth & Mystique of Customer Loyalty
THE ULTIMATE MARKETING TOOL
The Video Brochure
We Didnt Know You Can Do That!
You Can Lead a Horse to Water

An Open Letter to Agents who Feel They MUST Merge, Acquire, or Sell
Buddy - Can You Spare $250,000?
GOOD NEWS FOR SMALL BUSINESS ACQUISITION
Search & Screen
The Acquisition Trail
THE STEPS IN AGENCY ACQUISITION
Virtual Insurance Agency
Virtual Insurance Agency - Update

BENCHMARKING
BENCHMARKING YOUR AGENCY
ESTATE PLANNING STRATEGIES
EXPOSURE ALERT!!! HOW MANY OF YOUR CLIENTS HAVE WEBSITES? DOES YOUR AGENCY HAVE A WEBSITE??
From "Mom & Pop" to Professional Shop
Front-End vs. Back-End Scanning
GOODWILL VALUE IN AN INSURANCE AGENCY
IF YOU WANT THE SWEETEST MUSIC YOU NEED TO PAY THE PIPER
IMPORTANT – TIME SENSITIVE BULLETIN
IMPORTANT – TIME SENSITIVE BULLETIN
INSURANCE AGENCY WEBSITES
Limited Liability Corporations
PRODUCER CONTRACTS
REFERENCING AGENCY CONSULTING GROUP ARTICLES
SEPTEMBER 11, 2001
THE “KEEP-IN-TOUCH” PROGRAM
The Changing Auto Insurance World
THE NEW HARD MARKET
THE REFERRAL TREE PROGRAM
The Retention Dimension
THEFT OF ACCOUNTS: What to Do When A Producer Departs – With Your Accounts
TO SERVICE CENTER – OR NOT TO SERVICE CENTER
VICTORY !! ?? !!
WELCOME IIABNH TO PIPELINE AND BENCHMARKING
WHEN IS IT AN INVESTMENT, AND WHEN IS IT THROWING GOOD MONEY AFTER BAD?
Who Owns the Accounts

Is Innovation Impossible in the Insurance Business?
PERPETUATION OR SUCCESSION?
PERPETUATION PLANNING – PLANTING PEOPLE
R.I.P. RETIRED IN PLACE
The Tale of Two Family Businesses

A PARTING SHOT
ADDRESSING PERFORMANCE PROBLEMS
Benefiting from the Resistors
Employee Flameout
Employee Morale
Employee Motivation Programs
Equilibrium
Fire Yourself
First Impressions Dont Count
High Energy Agency Performance
Hiring and Interviewing
IF YOU WANT TO FILL YOUR AGENCY WITH INNOVATION, FILL IT WITH INNOVATIVE PEOPLE
Is it an Employee or Subcontractor?
Knowledge Based Empowerment
MANAGING BY THE NUMBERS
Motivation and De-Motivation
Terminating Employees
The Art of Attraction
The Empowerment Game
The Generation Gap at Work
THE IMPORTANCE OF CONTRACTS
The Problem with Producers
Time Management
Trust
Understanding Employee Personalities Part I
Understanding Employee Personalities Part II
What is a Salesmans Job?
Whats a Producer to do?
Who is Number One in Your Agency?
Why do Employees Fail?
Yes Man Failure Factor

Agency Benchmarking: Laying the Track for Your Future
Baby Boomers Business Owners
Backwards From the Future
Breaking Through the Glass Ceiling
CHANGE IS A CERTAINTY.
Changing Agency Mindsets
Creating a Legendary Agency
Defeating Inertia
DISASTER RECOVERY PLANS
Do You Mean your Mission Statement?
Focus on the Future / Focus on the Customer
Getting off the Treadmill
How and Why to use a Consultant
How to Achieve the Goal
HOW TO USE CONSULTANTS
Interactive Strategic Planning
INVESTING IN THE FUTURE
Is your Tactical Plan Dreams and Wishes, or a Game Plan for the Upcoming Year?
Pre-Planning: Beginning Your Strategic Planning Process
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 AND TACTICAL PLANNING
STRATEGIC PLANNING IN THE 21st CENTURY
STRATEGIC PLANNING MEETINGS
The Change Process
The Goal
THE KEYS TO THE KINGDOM: SALES ---- SERVICE ---- FINANCIAL ADMINISTRATION
The Magic Wand
The Vision of Success
THE WORLD’S WORST KEPT SECRET
TIME MANAGEMENT FOR INSURANCE AGENTS
WHAT MAKES A GREAT AGENCY?
WHAT TO DO WHEN AN OWNER RETIRES
What we do: Sales Planning
WHEN IT’S TIME TO SAY GOOD-BYE
Your Agency in 2020

ASSET SALES TO BE TAXED IN THE YEAR OF THE SALE
Federal Tax Depositing Made Easier
IMPORTANT TAX CHANGE AFFECTING YOUR AGENCY
INSTALLMENT SALES ARE BACK – NEW LAW CHANGE
Limited Liability Corporations
New IRS Code Excludes Estate Tax on some Family-owned Businesses
Tax Benefits for "S" Corporations
TAXING IDEAS: NEW EXPENSE RULES FOR RELATED PARTIES
TAXING IDEAS: When Are Advance Commissions Taxable?
Taxing Ideas: Business Gifts
Taxing Ideas: Good News for Business Perpetuation Planning
Taxing Ideas: Making Long-Term Disability Benefits Tax Free
Taxing Ideas: New Development for the Office in the Home Deduction
Taxing Ideas: Summer Employees
Test

Agency Benchmarking: Frequently Asked Questions
AGENCY CONSULTING GROUP, INC.: Composite Groups of Agency Performance
AGENCY PROFILING
Agency Valuations
Agency Valuations: How and Why
An Analysis of the Companies Service Centers
Are you Giving your Customers What They Want?
Benchmarking Announcement
BENCHMARKING VIA INTERNET
CAN YOU VALUE YOUR OWN AGENCY?
CAN YOU VALUE YOUR OWN AGENCY?
Customer Satisfaction Surveys
Hidden Assets in Independent Agents
How Much is my Agency Worth?
If you want to know, ask your customers
Management Information Systems
Project Driven Benchmarking
THE AGENCY VALUER
THE BABY BOOMER BUSINESS OWNER
The Quality Scorecard
Transaction Analysis
Voice of the Customer
WELCOME TO AGENCY CONSULTING GROUP INCS INSURANCE AGENCY BENCHMARKING!!
What we do: Agency Analysis
Whats your Agency Worth?
Why Values can be Different

AGENCY AUTOMATION IN THE 21ST CENTURY
Arrows in the Quiver
Art of Management
Avoiding Business Crisis
Back to Basics Selling
Beating the Competition - Thrilling the Customers
Building a Sales Organization
Can you Teach a Dog to Quack?
CAN YOUR AGENCY SELL INSURANCE?
CANT WE JUST GET ALONG?
Catch-22
CLEANING UP LOSS RATIO PROBLEMS
Coping with the Future
Cultural Shift to Service
CUSTOMER SURVEYS
CUSTOMER VALUE vs. CUSTOMER COST
Do you want Fries with that? The Art of Cross-Selling
Earning a Living or Running a Business
Eliminating Receivables
ESTABLISHING THE LOYALTY FACTOR THROUGH EXCELLENT TELEPHONE SERVICE
Excellent Service is More than a State of Mind
Facts of Life about Personal Lines Insurance
FORMULAS FOR SUCCESS? – OR FAILURE?
Four Simple Commandments can Help you Avoid E&O Sins
Hail the Dinosaur
How to Kill the Quality Initiative in your Organization
Insurance Agency Management from a Cash Flow Perspective
ITS NOT THE BIG THINGS THAT MAKE A DIFFERENCE
Losing Their Way
Management Information Reporting System
Negotiating the Sale
NOAH¡¦S ARK ¡V UPDATE
Paradigm Shifts in Management
PARTNERING WITH CARRIERS
PROJECTING CASH FLOW - KILLING THE BOGEYMAN
PROTECTING ASSETS VS. SELLING INSURANCE
PUBLISHED CUSTOMER STANDARDS
QUALITY CUSTOMER SERVICE: DO WE WALK THE TALK – OR JUST TALK??
Quality Isnt Free
R.I.P. - Retired in Place
R.I.P. - Retired in Place
Re-defining Customer Service - According to the Customer
Relationship Selling
RESOLVING CUSTOMER PROBLEMS
Sales Call - Back to the Basics
SHEPHERDING CLIENTS
So you want to have a program?
Stress in the Insurance Business
Tactics for Sales Success
Team Service
Ten Commandments of Customer Service
The "Seven Habits" Applied to Insurance Agencies
THE AGENCY “X” FACTOR
THE BAD APPLE
THE CHANGING OF INSURANCE AGENCIES
THE CONTACT GRID IN THE ASSET PROTECTION MODEL
THE GLASS CEILINGS IN THE INSURANCE AGENCY INDUSTRY
THE ILLUSION OF SERVICE: HOW TO BECOME A CUSTOMER FRIENDLY AGENCY
The Retention Dimension
The Secret of Success
The Service Ceiling
The Team Approach - Heaven or Hell?
THE TEN COMMANDMENTS OF CUSTOMER SERVICE - WORTH REPEATING!
Time Management
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
Valuing Your Customers
WALKING THE TALK: WHEN AN AGENCY’S SERVICE STANDARDS FAIL
What do Consumers Buy? The Story of Dynamic Duo
When Great Customer Service is not Enough
When Money Doesnt Matter
WHY AREN’T YOUR PRODUCERS SELLING???
WHY CAN’T WE GET ORGANIZED AROUND HERE??!!??
Why Traditional Time Management Doesnt Work for Half of the Population
Zero Time Service