Page 111 - The UnCaptive Agent
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84 THE UNCAPTIVE AGENT
your risk (while at the same time concentrating enough
business to maximize profit sharing), locating your office
outside of high rent areas (to lower costs), and using
benchmark surveys to set staffing levels (to ensure you
don’t become overstaffed and waste money). Focused
attention on improving retention rates and selling new
business has a dramatic impact on agency value.
Everything you do as you build your agency to
become a highly profitable company from the very first
day will reflect itself someday in the amount of money
you receive when you sell. Remembering that, start
your business with the end in mind so that you will be
highly profitable. Remember to pay the business first
and be diligent and disciplined in how you operate it.
