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Turning small business broker attrition into an opportunity

Some forward leaning agencies are learning that they can deliver a higher standard of client service and contribute to the bottom line by monetizing their small book of business.

By Kevin Dunn | Updated on January 05, 2018
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“Our producer is retiring. We have to talk about how we allocate her book.” 

That statement is an all-too-familiar one for leadership at many brokerages around the country today.  As the industry faces consolidation and turnover on a massive scale, attrition is happening more frequently and agencies are being forced to make some difficult decisions. The challenge is particularly acute for brokerages with a large percentage of small company books of business. 

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