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August 03, 2020

Winning in 2020

We’ve entered the back half of the year, a time when smart businesspeople typically double down on their plans for the year to ensure a strong finish. But this is anything but a typical year!

| By Tony Caldwell
June 18, 2020

Insurance Producers are Hard to Manage. Here are Some Good Tips.

As soon as the owner of a growing insurance agency has maximized their own time available for the sales function (by hiring others to do as much as possible of the service function), they will …

| By Tony Caldwell
March 24, 2020

Producers and Service Centers

  “Never hire a producer until you have no other choice”. What does that mean? Most successful insurance agency owners are producers. It's possible to be a service person and then hire producers and …

| By Tony Caldwell
January 28, 2020

Eliminating Difficult Customers to Create Growth

I remember 1997 I got the opportunity to hear a man named Roger Sitkins speak for the first time, and he changed my life. He told me about this little known Italian economist who had an agrarian …

| By Tony Caldwell
January 21, 2020

Scarce = Value

"That which becomes scarce becomes more valuable." - Dan Sullivan Dan is just talking about the laws and supply and demand when something is in short supply it cost more, right? And when there's a …

| By Tony Caldwell
January 14, 2020

Pay Your Business First

That was something I learned from my business partner, Ken Anderson. I don't know where he picked up the idea, but he was right. The idea was that you always have to make sure your business makes …

| By Tony Caldwell
January 14, 2020

Creating the Culture You Want

Nearly 25 years ago I became a partner in an existing business. While this was a fantastic opportunity for me it was a difficult beginning. For one thing, no one talked to me much. It wasn’t until …

| By Tony Caldwell
January 14, 2020

EBITDA

I have talked to business owners a lot about this term EBITDA, and they look at me with a puzzled look. It’s not either heard it before, or they don’t know what it means. EBITDA is an acronym. It …

| By Tony Caldwell
January 14, 2020

Cash Flow, Not Profits

I think people get confused about what’s important in running a business. You know, we talk all the time about the bottom line, the bottom line is profits.

| By Tony Caldwell
January 14, 2020

PRESSURE AND GOALS

Early in my sales career, I had the opportunity to go to New York City for some sales training with the Guardian life insurance company.  While there, I heard from a really successful life insurance …

| By Tony Caldwell