People shaking hands with city view in the background. The open-brokerage model is best described as a triangular relationship with the client at the top and the producer and carrier each having their own direct relationship with the client. Producers in an open-brokerage model, present their client, the insured, directly to the carrier. (Credit: Blue Planet Studio/Stock.adobe.com)

Entering a specialty market can be intimidating. Not only will a producer have to demonstrate expertise in a new niche to business owners seeking insurance coverage, but they'll also likely have to meet carrier requirements and complete a fair amount of paperwork to get appointed or win the right to sell that carrier's coverage.

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