I HAVE been around boats since I was very young, learning how to water ski on Lake Mead. My parents always owned a boat when I was growing up, and today I have my own. I've brought my interest in boating into my insurance agency by selling boat owners policies. As the popularity of boating has grown, my agency's book of business has grown with it.

Boat owners value relationships as much as insurance agents do, and providing them with the proper coverage for their boats can lead to long-term relationships. They are often affluent and may own multiple vehicles, including for off-road use, and sometimes multiple homes. Some own their own businesses and have special life insurance needs. We write insurance for approximately 250 boats; for the clients who own those boats, we have written nearly 1,000 additional policies. In this article, I'll describe how writing insurance in this niche has helped us tack in the direction of greater success.

Toe in the water

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