One of the "secrets" to growth is to be creative and open to new ideas, says Barry Seigerman, a producer for People's United Insurance Agency, Hartford, Conn., who built a multimillion dollar agency from the ground up. "Look at every encounter as an opportunity," he says. "Everyone is a potential partner, employee or prospect for insurance."

In the first part of this article, we outlined specific strategies that breed success in the areas of recruiting, technology and marketing programs. Follow along as we break down how agents and brokers can increase growth by entering into new lines of business, and how to establish a solid succession plan.

4. Expand into new lines of coverage.