In the interesting business life of an insurance agent, one thing often leads to another. A family friend opens a wedding planning service and can’t find coverages that suit this unique field, where exposures could range from a wayward delivery of flowers to something more serious, like double-booking the reception hall or a jilted bride or groom. Could you help out?

You develop a solid rapport with a local professional group, such as accountants, or a trade group of heating and cooling contractors, which leads to a growing book of business in a defined area–perhaps an exclusive association relationship. Or you venture outside of your comfort zone to do a one-time favor for a client. Volume builds based on your ability to place this initial risk, and as word spreads, other prospects and perhaps even other agents are calling with referrals.

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