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Collaborating for success

BUILDING good relationships among insurance carriers, MGAs and retail agents was the focus of a panel discussion at the NAPSLO annual meeting, which took place in September in Orlando, Fla. Mark Wells, publisher of Insurance Journal, was the

By staff Writer | Updated on October 31, 2004

BUILDING good relationships among insurance carriers, MGAs and retail agents was the focus of a panel discussion at the NAPSLO annual meeting, which took place in September in Orlando, Fla. Mark Wells, publisher of Insurance Journal, was the moderator of the discussion, which featured three panelists: Steve Brown, president of the Hoffman Brown Co. in Sherman Oaks, Calif.; Brad Dickler, president of the Essex Insurance Co. in Glen Allen, Va.; and Michael J. Warfield, president of U.S. Risk Underwriters in Dallas, Texas. Each panelist delivered an opening comment and then answered a few questions from Mr. Wells and some audience members. An edited transcript of the session follows.

Steve Brown: What I really sell as a retail agent is my ability to build relationships. This is true whether I’m working with my clients or with wholesalers and carriers. The most successful relationships we’ve had at each end of the transaction are those in which the people we work with share this understanding of the importance of building relationships.

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