New government incentives to spur global growth of small tomidsized U.S.-based businesses, coupled with the internationalreach of the Internet, means even the mom-and-pop candy store downthe street could go global—by buying or selling their waresoverseas, or at the very least, importing raw material oringredients in bulk from another country.

And independent agents are perfectly positioned to get into theinternational market, using their own clients as a springboard, aslong as they can shift their thinking from the “menu card ofproducts and services” mindset to one centering on individualclient needs.

To help you get started, the editors at American Agent &Broker magazine have assembled the following guide to addressmany of the issues that might arise. We provide you with anoverview of the multinational market, how to work with foreignclients, potential pitfalls, and wrap it up with one agent's storyof success.

We hope you find the information educational and practical.

Multinational:A Booming Market
No longer the exclusive realm of GM, Exxon or McDonald’s, theforeign market is beckoning businesses of all sizes—fromaccountants and lawyers to small manufacturers, non-profits andother businesses. In other words, the core clientele of independentagents and brokers....

How Agents Can Work With MultinationalClients
How can independent agents and brokers tap into themultinational market? There are several ways, particularly throughbroker networks....

Potential Pitfalls of MultinationalMarketing
Market access, conflicting regulations and culturalmiscommunications are among the problems facing independent agentsand brokers getting into multinational markets....

Going Global: One Broker’s Story
Working with carriers is one of the most common ways for agents andbrokers to reach out to the global marketplace. A perfect exampleis the story of how Capacity Coverage Co. of New Jersey, Inc. worked withChubb todevelop a relationship in China and ultimately established adivision based on....