Buying or Selling a Book of Business

How to Tell a Book of Gold from a Book of Coal

One of the key questions all advisors in the market for a book of business are wondering in one way or another is how to tell the difference between a book to avoid and a book that’s worth buying. This is the perfect question to pose to our friends, Cameron Jacox and James Hilton, managing...
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Why a Traditional Book Valuation is Not Enough

The widely accepted and so-called “traditional” method of valuing a life insurance book of business favours buyers. Downplaying the value of a book has led not to a buyers market but to a market in which there are almost no sellers. “Buyers favour traditional valuation because it allows them to apply a very arbitrary number...
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How to Maximize Your Return on Investment After Buying an Insurance Business

LSM Insurance and the book valuation experts at Jacox-Hilton Corporation have taken you through the purchase of a book of business, but the question becomes, “What do you do with the book once you have it?” We asked Cameron Jacox and James Hilton, managing partners of Jacox-Hilton, to answer this question. “As soon as the...
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The Market for Life Insurance and Investment Books

If you are an advisor looking to buy or sell a book of business, the market for investment books determines whether or not you’ll be able to find a book to buy at all or what you can expect to sell your book for. This is why LSM Insurance has partnered with the book valuation...
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Using Valuation to Maximize the Sale

Valuation is an integral part of determining the value of a book of insurance business. Cameron Jacox and James Hilton, managing partners at Jacox-Hilton, a software and consulting services firm for life insurance advisors, will tell you that they conduct a book valuation based on five points of criteria: Revenue “This has to do with...
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How to Increase the Value of Your Book Before You Sell It

Those advisors who wish to move on from the insurance business and are in need of a successor will be looking to sell their book of business. Cameron Jacox and James Hilton, managing partners of Jacox-Hilton Producer Consulting, are experts not only when it comes to selling a book, but also when it comes to...
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Strategies for Maximizing the Value of Your MGA

When assessing the value of your MGA, don’t expect the same level of consistency as you would when assessing a bottle of wine: neither individual books of business, nor MGAs have aged very well. “It’s important to be aware that you can’t assume that things will be the same as they have been,” said James...
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How to Find the Right Book of Business to Buy and How to Maximize It

How to maximize the opportunities in a new book of business. A great New Year’s resolution insurance brokers often make is to grow their business. They can do this rather quickly by acquiring books of business from other brokers who are selling their books. No one knows this better than Cameron Jacox and James Hilton,...
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How to Sell Your Book of Business

As insurance and investment advisors reach retirement age, they start thinking about divesting their books of business and selling it to the next advisor who can manage the needs of their various clients. However, there are a few things every advisor should know going in when they’re about to take the plunge and sell their...
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