How do you go about selling risk management when premium rates are falling and insurers are being ever more generous with their coverage? That was the question we posed to those entering this year’s sixth annual National Underwriter “Commercial Insurance Agency Of The Year” award program. Our winners had plenty to say on the subject and other key challenges during NU’s lively “State Of The Agent Roundtable” discussion.

All three award-winning programs were profiled in NU’s Sept. 24 edition. However, as part of the award program, the three winners–this year’s “Champion” and two agencies receiving an “Honorable Mention”–were treated to a weekend in New York City last month. While in town, they joined me and our 2006 Champion for an in-depth discussion of the challenges facing independent agencies.

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