Clients quickly realize when they have claims in another countryhow much they want someone in close proximity to the problem athand.

Bruce Basso learned this lesson during his time as head of ABDInsurance Services. In the 1990s ABD sat in the middle of SiliconValley, and, by necessity, the firm had to develop an internationalpresence to solve overseas placements as its clients' globalbusiness exploded. 

U.S.-based brokers placing risks internationally via carriers“never have the eyes and ears on the ground” that the clients want,Basso says. And not having that local presence opens thedoor for global brokers, with boots on the ground everywhere, towalk in and steal the account. 

Once cognizant of this vulnerability, ABD (which in 2007 wassold to Wells Fargo) began building relationships with European anddomestic brokers of substantial revenue size and brought themtogether in 1994 to form an independent-distribution company.

Today, that firm is known as Worldwide Broker Network (WBN)based in San Mateo, Calif. (While the brokerage was sold to WellsFargo, WBN was kept separate.)

Basso, who serves as WBN's CEO, says his is only one of twoglobal broker-distribution companies (the other being AssurexGlobal) with a broad international network and the technology tosupport it. The 80-member broker network relies on astate-of-the-art global agency-management system designed byVertafore that interconnects brokers with one another on anyproject instantaneously, leveling the playing field with the globalbrokerage firms.

The ability to demonstrate that your brokerage firm has therelationships and is a player in the international arena is theonly way independent brokers will grow, says Basso.

“That is the salvation for these independent firms,” he adds.“If you can't do that, you're dead.”