In today's competitive insurance market and tough economy, it takes more than dedication to survive and succeed. Successful agencies blend tenacity, passion and ownership, as well as some practical techniques such as cross training employees, marketing the agency and regularly contacting clients.

And another key element is building niche markets by accessing the excess-surplus market to best serve clients.

For Mike Suskind of Logan Insurance Agency, it took some creative thinking and initiative to build and expand on a niche opportunity. Logan Insurance is an established agency in the Florida panhandle, and has been in business for the last 35 years. It's a family owned business with experienced personnel and a real desire to help a client. Typical of most agencies, Logan Insurance provides property insurance, commercial auto and workers' comp. Suskind attributes the company's success to passion; the staff does its best to help out any company with insurance needs, even those that fall outside the agency's realm of expertise.