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For many years, independent agents were little more than policy shoppers–their sole measure of success being how low a premium quote they could get for price-sensitive clients. That’s all changed, and for the better. Indeed, as the profiles of this year’s finalists for the National Underwriter Commercial Insurance Agency Of The Year award reveal, selling a policy is often the last thing on an agent’s agenda when pitching a new client. Risk identification, loss control and alternative markets are now front and center.

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