“In the early dawn of brokerage we all operated humbly, at least publicly, by placing our hand on our hearts and soliciting “surplus and excess only.” We walked softly and carried three big sticks–better rates, better commissions and spectacularly better underwriting. The winner, to our credit, was of course the American consumer. My father used to say that the big career companies would eventually, like vultures on a phone pole, swoop down to co-op the new freedom we had introduced into the opening marketplace. On a corollary basis, we of course profited from a reservoir of well trained and well-disciplined professional agents. For an aging generation of brokerage freedom fighters perhaps our greatest voiced concern at this moment in time is: “Where will we find those experienced and motivated brokers to continue business as usual?”
In the smaller brokerage world of chronic illness risk abrogation, our concerns and our options for growth are seriously restricted by the nature of what we do. We sell a product which may appear to have…”
Click here to read the full article, originally published in Broker World Magazine.