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Selling insurance is about finding the best price and coverage to fill a client’s needs, while being a risk manager is all about identifying how a business can improve its loss experience and best cover its exposures, even if that means going to alternative markets. The challenge for most independent agents today is successfully combining the two approaches, regardless of whether the insurance market is hard or soft. A role model that vividly illustrates how to deliver such a one-two punch is Barney & Barney, LLC, which is why the San Diego-based risk management specialist was chosen as the fifth winner of National Underwriter’s “Commercial Insurance Agency of The Year” award.

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