Agents and underwriters have always worked together on risks, trying to find common understanding and common ground.
Once upon a time, business in the insurance industry was done on a handshake, or at least in person. Sitting directly across a desk or table from one another, insureds or their agents worked with underwriters to work out details of coverage and to ultimately bind the risk.
The insurance marketplace of today offers players neither the proximity nor the time to sit down together and actually write business collaboratively.
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