THE WORD "small" doesn't bother us. Our agency has several producers who entertain small-business accounts. That doesn't mean we have to "think small." Since 1962, we've been part of United Agencies Inc., a "cluster" that currently numbers 25 member agencies. The agencies operate independently of one another, but we band together to satisfy volume requirements and obtain agreements with national carriers. Because our cluster writes a combined annual premium of approximately $130 million, even the smallest member agencies have access to most national markets.

This mentality toward smallness also extends to the accounts we write. We don't consider some prospects too small to merit our attention. In fact, small-business accounts make up a significant and profitable portion of our book of business. In this article, I'll explain how we write small-business accounts efficiently, develop their potential and make them a big part of our agency's profits.

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