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How can insurance agents and brokers achieve success and grow their small business accounts? Success depends on facing challenges head-on, becoming more attuned to clients’ needs, and offering a higher level of value than ever before, say industry experts. (Photo: Shutterstock) How can insurance agents and brokers achieve success and grow their small business accounts? Success depends on facing challenges head-on, becoming more attuned to clients’ needs, and offering a higher level of value than ever before, say industry experts. (Photo: Shutterstock)

Let’s face it: Today’s small-business insurance market can be a tough nut to crack for agents and brokers.

Technology, in the form of online self-service, is taking a sizeable bite out of the number of small-business accounts being sold by agents, says Frank Pennachio, partner and co-founder of Oceanus Partners, ReSource Pro Company.

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