By Rick Stasi and Everett Newman Jr., CIC

There is an important adage that should have special meaning to insurance agents and brokers: If you live by price, you will die by price. In today's market, property-casualty insurance has become a commodity and often brokers are charged merely with finding the lowest price possible for their clients. Such an environment leaves little opportunity for real growth, innovation or long-term relationships.

Alternative risk strategies–especially new captives, rent-a-captive and risk-sharing options–can play an important role in helping brokers open new markets, reshape their programs and provide true value-added services to clients.