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The Biggest Challenges Facing Independent Insurance Owners Today

Agencies

Enhancing value
Profitability
Maximizing income
Perpetuation
Direction

Producers

Compensation
Finding, training, and funding of new, inexperienced producers
Motivation and direction

Customer Service Representatives

Compensation
Motivation and direction
Increasing revenue

Carriers

Compensation
Direction and communication

Bulding Insurance Agency Value helps Independent Insurance Agents solve these challenges and tie them together into one unified Agency Plan, increasing profitability, planning for the the future, and building value!

Here at last is a “shop manual” for business leaders who want to leave their competitors in the dust.

Build an Industry Hot Rod details the closed-loop process that drives financial growth. Investment in the innovation of new products or services creates new value that is delivered to the customer. A fraction of received revenue funds further innovation that generates an ongoing succession of future products and services.

With the Patterson-Hartmann model as a foundation, Marv Patterson utilizes practical examples and case studies to demonstrate the operation and importance of this investment-to-income system. Principles for improving innovation are presented in a framework that parallels the paradigm used to build a hot rod. This metaphorical relationship between businesses and hot rods serves as an idea transformer to which readers will readily relate as they seek to gain and extend their lead over both domestic and foreign competitors.

Charles W. Wassberg

Charles W. Wassberg, CIC, is the founder and CEO of The Wassberg Syndicate located in Plano, Texas.

The Wassberg Syndicate is a future-oriented organization specializing in putting today’s independent insurance agency in the position to take advantage of tomorrow’s world.

This unique concept is the only one of its kind in the independent insurance marketplace today. It is the end result of careful observation of critical insurance industry trends combined with key societal observations over the past 38 years, which concludes with Charles’ groundbreaking Third Wave concept.

Building Insurance Agency Value is the culmination of Charles’ efforts. It offers a totally new way to look at agency profitability and agency value.

Charles is an accomplished speaker on many future-related topics as well as on various sales and motivational areas.

"Building Insurance Agency Value not only identifies changes taking place, but offers solutions on how to prosper from those changes. As we enter one of the most unusual cycles of change I’ve witnessed in almost four decades in the agency business, this book will be a valuable tool to recognize the need to adapt and prosper."

Lanny L. Hair CIC, ARM, AAI, RPLU
Executive Vice President
Independent Insurance Agents & Brokers of Arizona

"Charles Wassberg brings his wit, humor, and 38-years of insight to the table. His experience in observing insurance market cycles provides him with the forward thinking needed to help insurance agents position themselves to thrive in this changing and dynamic industry. Wassberg provides a solid platform for success for those agencies willing to adapt to change."

Dan Ramsey, CIC
President/Chief Executive Officer
Independent Insurance Agents of Oklahoma

"Managing our insurance agencies to profitability has been a long- standing goal of each agency owner. Unfortunately, the tools to help us do so have been elementary at best. Charles Wassberg has used his insight to explain where the independent agency system has been and where it is going, [giving] managing principals the knowledge to allow their agencies to survive [and] even more importantly, to succeed in the future."

Jim Beavers
President and CEO
The Arrow Group

"Charles Wassberg’s Building Insurance Agency Value is a must for agency survival. I recommend this outstanding book to every agency owner and manager."

Robert M. Bramlett, Jr.
President and CEO
The Bramlett Agency, Inc.

"No matter the size of the agency or the level of the individual inside the agency, this book is a must have."

T. Gray McCaskill, CPCU, CLU
Chief Executive Officer
Senn Dunn Insurance

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Marvin L. Patterson

Marvin L. Patterson is the founder and President of Innovation Resultants International (IRI), a firm dedicated to helping client companies achieve greater business success through more effective product innovation.

Marv founded IRI in 1993 and has led that firm since its inception. Since then, Marv and his colleagues helped dozens of companies improve the business impact of their new product efforts. IRI developed a unique perspective on the key success factors for competitive product innovation that has proven useful in a wide range of industries from office products to heavy equipment and from telecommunications to semiconductor lithography.

Marv is the author of two highly regarded books on product innovation; Accelerating Innovation: Improving the Process of Product Development (John Wiley & Sons, 1997) and Leading Product Innovation: Accelerating Growth in a Product-Based Business, (John Wiley & Sons, 1999).

In addition, he has published many technical papers and holds three U.S. patents. He has been a trustee for the National Technological University and served on the Board of Directors of the American National Standards Institute (ANSI). Marv received his BSEE and MSEE from the University of Washington and is a graduate of the University of Michigan Executive Program.

"In this book Marv shares his extensive knowledge of how product innovation works as a business system; knowledge gained through a long career in product innovation. Anyone who hopes to win market share and grow their business by creating new value for customers will find this book very useful."

Al Bagley, Retired HP Executive

"The skills of effective innovation... are critical to the enduring success of companies in all arenas. Marv Patterson distills his deep perspective on these critical skills in Build an Industry Hot Rod. The analogy is fresh, illuminating, and engaging. The book is full of anecdotes in real companies, along with techniques that worked for them that will work for you. The Patterson-Hartmann investment profile alone will justify your purchase and considered reading investment."

Charles H. House, Executive Director, Media X Stanford University

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