{"id":6026,"date":"2017-11-30T16:33:46","date_gmt":"2017-11-30T15:33:46","guid":{"rendered":"https:\/\/coaching-lauer.de\/?p=6026"},"modified":"2024-07-04T04:12:58","modified_gmt":"2024-07-04T02:12:58","slug":"englisch","status":"publish","type":"post","link":"https:\/\/coaching-lauer.de\/en\/englisch\/","title":{"rendered":"Succession for Brokers: The Important Thing in Succession is the People!"},"content":{"rendered":"

The important thing in the generational change in a brokerage company is the people. Tax and legal aspects are rather secondary. The problems are diverse but solvable, says Hans-Georg Lauer, coach at the Broker Successor Club. There is no royal road, as the \u201crelationships with the transfer are too complex and both the family entrepreneurs and the business environment are too different.\u201d Article from Versicherungswirtschaft.de dated 09\/25\/2017.<\/span><\/span><\/strong><\/p>\n

The transfer is particularly difficult because the outgoing broker has built close relationships with their clients over the years, which cannot be easily passed on. \u201cWhat is transferred in terms of inventory is only valuable if the successor manages to build a sustainable relationship with the clients in the inventory,\u201d says Lauer, who is intensively involved in succession for brokers.<\/p>\n

Thorough preparation is important because if the transfer is not sufficiently prepared or happens too quickly, it can lead to the successor being overwhelmed, which according to studies, fails in almost 50 percent of cases.<\/p>\n

Problem of family closeness<\/strong><\/p>\n

Brokerage firms often stay within the family, even if the son or daughter is not suitable for or interested in the business. \u201cFamily membership then decides the employment contract and not professional competence. This overrides important selection mechanisms. This often does not go without consequences.\u201d Therefore, it is crucial that \u201cthe owner separates the systems of family and business early on,\u201d because \u201cnot every family member is automatically suitable for a broker activity.\u201d<\/p>\n

Timing is everything<\/strong><\/p>\n

Even if a suitable successor is found, problems can still arise. Especially the outgoing broker often finds it hard to let go. Lauer: \u201cSometimes transfers fail simply because they were planned and tackled too late. The senior hesitates and does not find the right moment to jump off. Instead, he keeps interfering in day-to-day business, which deters the junior. The outgoing owner cannot commit to a transfer date, which wears down the junior prospectively.\u201d Therefore, good communication between all parties involved is important, where a coach can help.<\/p>\n

The Coaching<\/strong><\/p>\n

The people involved in succession for brokers often fail to differentiate between their role in the family and in the brokerage company. This is often where coaching begins, explains Lauer. \u201cCoaching helps to structure the process well, define the tasks at hand, and identify and defuse conflicts early.\u201d You can read the full article at http:\/\/versicherungswirtschaft-heute.de\/maerkte-vertrieb\/makler-wichtig-bei-der-nachfolge-ist-der-mensch\/<\/a> (vwh\/mv)<\/em><\/p>\n","protected":false},"excerpt":{"rendered":"

Wichtig ist beim Generationenwechsel im Maklerunternehmen der Mensch. Steuerliche und rechtliche Aspekte sind eher zweitrangig. Die Probleme sind vielf\u00e4ltig, aber l\u00f6sbar, wei\u00df Hans-Georg Lauer, Coach beim Makler Nachfolger Club. Es gibt es keinen K\u00f6nigsweg, daf\u00fcr seien die \u201cZusammenh\u00e4nge mit der \u00dcbergabe im Einzelnen zu vielschichtig und sowohl die Familienunternehmer als auch das unternehmerische Umfeld zu unterschiedlich\u201d. Artikel aus Versicherungswirtschaft.de vom\u00a025.09.2017.<\/p>\n","protected":false},"author":1,"featured_media":6772,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","inline_featured_image":false,"footnotes":""},"categories":[156],"tags":[],"acf":[],"yoast_head":"\nSuccession for Brokers: The Important Thing is the People!<\/title>\n<meta name=\"description\" content=\"The critical role of personal relationships in the generational change of brokerage firms: Learn why human relationships are crucial.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/coaching-lauer.de\/en\/englisch\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" 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