Big accounts mean better bottom-line profits. Yet as any successful agent or broker knows, if you want to provide comprehensive service, drawing a line in the sand regarding a preferred account size isn't always easy. For example, commissions for a commercial real estate company with multiple holdings but few employees could be significant, while the benefits commissions might be minimal–not to mention the time associated with managing such accounts. 
During one of the most difficult economic environments ever facing our industry, many agents may be tempted to cling to every piece of business, regardless of the profitability factor. But three geographically diverse firms took a different approach. Each brought in a partner to manage its smallest employee benefits accounts and increased revenues by focusing on larger clients or other types of insurance.
The Massachusetts model
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