Make It Formal, But Keep It Personal

Detailed requests for proposal, written contracts are key to oneretailer's approach to managing relationships with wholesalers

At any successful insurance retailer, a good part of thebroker's competitive strength lies in providing clients withcomplete business solutions, not specific insurance products.Important components of this service include a thorough analysis ofclient needs and risks, an understanding of strategic objectives,and maintaining and growing personal relationships.

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