The average independent insurance agency's "perpetuation plan" consists of operating the business in order to support a lifestyle and then selling it to the highest bidder when the principals are ready to retire. In fact, based on observation, fewer than 10% of agencies have a formal perpetuation plan in place. That prompted the author to think about some of the ways that they've seen agencies change over the years and that members of The Sitkins 100 have experienced. He thinks you'll notice a marked contrast between yesterday's "outrageous" and the current norms that have come to be expected at many of today's high-performance agencies. If you're experiencing slow or negative growth, or if you're practice quoting because you think it's all about price, you're destined to remain a vendor. You'll stay busy, but without a plan, it's just hysterical activity.