The insurance market has many nuances and variables, but one thing never changes–relationships get things done.

From a retail producer's perspective, developing long-term relationships with companies and wholesale markets doesn't just make business sense. It is really required. In a long-term relationship, a producer knows who the markets are, knows what those markets can do–and more importantly, will do–creating the most efficient avenues to placing accounts.

The relationship between a retail producer and the producer's standard admitted markets is not a difficult one to understand. The retail producer needs to produce profitable business opportunities for those markets, while the markets need to provide products that can be sold. This requires an interactive process whereby the retail producer learns the likes and dislikes of those markets, and the markets learn the needs of its retail producers.

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