Latest Chris Burand Headlines
All the headlines from our Chris Burand Topic Page, ordered by recency.
If an Agency Were a Person
Jan 9 2012 // Most agencies are managed from the perspective of the shareholders and executives. But what would an agency want if it were a shareholder? 1. Good health. The foundation of agency health is the balance sheet. The most...
Perpetuation: It Isn’t Just a Money Thing
Dec 12 2011 // When agency owners think of perpetuation planning, they often think only of the financial aspect: Selling their agencies. In some circles, among some advisors, perpetuation planning is really another term for acquisitions....
Perpetuation: It Isn’t Just a Money Thing
Dec 5 2011 // When agency owners think of perpetuation planning, they often think only of the financial aspect: Selling their agencies. In some circles, among some advisors, perpetuation planning is really another term for acquisitions....
The Competitive Advantage: Procedural Consistency and Agency E&O
Nov 22 2011 // I have often been asked why procedural consistency is important for reducing errors and omissions (E&O) exposures. Another way of asking the question is, “Why is inconsistency an issue?” Let’s first...
Procedural Consistency: A Good Defense for Agency E&O
Nov 7 2011 // I have often been asked why procedural consistency is important for reducing errors and omissions (E&O) exposures. Another way of asking the question is, “Why is inconsistency an issue?” Let’s first...
Writing Small Accounts Profitably
Oct 3 2011 // Someone once said: “Every agency should write small accounts because one or two will eventually turn into big accounts.” If I had a dime for every time I’ve heard this, I could make a healthy contribution...
Easy Ways to Increase Revenue and Profits with Little and Preferably No Effort
Aug 15 2011 // Editor’s Note: This article originally appeared in Insurance Journal’s Satire Issue, August 15, 2011. The content in this issue is not real and is not to be taken seriously. It’s supposed to be humorous....
Denialism: It’s a Win-Win Situation
Aug 1 2011 // Within confines, people can succeed without accepting reality. The Western church succeeded in building itself into a hugely successful entity while denying the world was round for 1,000 or so years. Many banks and bankers...
Are You a Sales Builder or a Business Builder?
Jul 4 2011 // Are you a great producer running an agency on the side or are you an executive running an agency where one responsibility is making sales? There has always been too much truth to the old adage that doctors are the worst...
What’s Your Definition of Producer?
May 16 2011 // It’s a funny experience writing articles for insurance publications and speaking at industry functions. After nearly 750 articles and presentations, the only articles or presentations that really ever spark anger...
The Future of the Independent Agency (Has Nothing to Do with Age)
Apr 29 2011 // For the last 20 years, at least, consultants, associations and publications have been worrying about the future of the independent agency system because the average age of agency owners has been in the late 50s. The same...
The Future of the Independent Agency (Has Nothing to Do with Age)
Apr 4 2011 // Young Ownership Challenged by Carriers Unwilling to Hand Out Contracts to Start Ups For the last 20 years, at least, consultants, associations and publications have been worrying about the future of the independent agency...
The Funnel of Agency E&O Claims
Mar 21 2011 // This industry is filled with confusing and often contradictory recommendations regarding how to avoid E&O claims. This is frustrating for me, so I know it is frustrating for agents. I believe the source of the...
Music and Producer Development
Dec 20 2010 // How to Set the Tune for Sales Success in an Agency Great music combines so many elements. When terrific lyrics are combined with an awesome arrangement, the result is powerful. And sometimes if you separate the two, the...
Why Cash Flow Outweighs Profits in a Tough Economy
Nov 14 2010 // Simple Steps to Improve Agency Cash Flow Cash flow today is probably more critical to small businesses than anytime in 20 or maybe even 40 years. This is especially true for agencies. I have seen many articles written...
Strategic Planning Tips: Why Strategize?
Oct 18 2010 // Plenty of Agencies Have Succeeded Without Any Real Strategy, So Why Bother? It’s a question of potential. Without strategic planning, what is being left on the table? What opportunities are being missed? Can pure...
The Future for Independent Insurance Agencies
Oct 6 2010 // I believe the future of independent insurance agencies is at a tipping point. A number of forces are pushing agencies toward the precipice of major change. A few of those forces include: legislation, case law, the Web,...
The Future for Independent Insurance Agencies
Sep 20 2010 // Proactively Manage Your Future and Be Ready for Change I believe the future of independent insurance agencies is at a tipping point. A number of forces are pushing agencies toward the precipice of major change. A few of...
Agency Valuations: A Victim of the Credit Bubble?
Sep 13 2010 // In the early 1700s, John Law, a brilliant mathematician, advised the French government their economy could be improved by printing lots of paper money not backed by gold or silver. The key was getting people to trust the...
The Competitive Advantage: Agency Valuations
Sep 6 2010 // A Victim of the Credit Bubble? In the early 1700s, John Law, a brilliant mathematician, advised the French government their economy could be improved by printing lots of paper money not backed by gold or silver. The key...
