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Does personal lines business have an important role in your agency’s future growth? Most midsize and large agencies don’t have a clear picture of the strategic role personal lines should play. Part of the problem is their inability to measure the value of investing in new producers.

Since it is an afterthought to their core commercial property-casualty and benefits business, we’ve watched agency owners vacillate over what to do. Should personal lines be grown aggressively? Divested? Simply be milked for profits?

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