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The number one request agents have made when the issue of small commercial policies comes up is to find a way to conduct the transaction in a way that’s less expensive for the agents, according to Ralph Blust, executive vice president for Willis Commercial Network.  

“It costs a lot of money to handle [small commercial] transactions because there is just as much work [for the agent] on a $1,000 BOP as there is on a $50,000 commercial package policy, yet there is so much less revenue associated with the account,” says Blust. “[Agents] say if there was a way to do less work on the smaller business and yet still provide the level of customer service needed and expected by the client, well, that would be fantastic.”

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