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When you walk into a room, the smartest person there is not the one talking the loudest or talking the most; it is the person doing the most listening. That would be the best way to describe agent-wholesaler relationships–or at least the successful ones.

After working for a wholesaler and then moving into the role of president-owner of my own retail agency, I have taken that lesson with me and used it on more than one occasion. I use it with my clients every day, and I use it with my carriers even more.

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