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Agents Look To Draw 'Captive' Audience

Agents Look To Draw 'Captive' AudienceMany agents are still reeling from the accelerated hard market, and some are complaining about the loss of aggressive carrier ...

By Bob Barrese | Updated on March 11, 2002

Agents Look To Draw ‘Captive’ Audience

Many agents are still reeling from the accelerated hard market, and some are complaining about the loss of aggressive carrier discounts. At the same time, other proactive agents are actively working with employers and associations to explore the benefits of group self-insurance, trusts and captives.

These innovative agents have discovered that agent-sponsored educational seminars on alternatives to traditional insurance can be quite eye-opening for their customers and prospects.

The theme of shifting the buying control paradigm back to the buyer has a universal appeal and one that is of overwhelming interest in times like these. Agents benefit by introducing cutting-edge alternatives to the volatile traditional insurance market. However, a further benefit is the creation of a more cost-effective source of new business.

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