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Brokering Business Through Other Agencies...How Much is it Worth?

You're a small agency with a lot of big business connections, but you don't have the markets or the staff to sell and service these types of major commercial accounts. One possibility is to broker them through a larger agency. While there are a number of contractual, E&O, and other issues (and pitfalls) to consider, let's focus on compensation. How much should you get for placing, referring, servicing, etc. such accounts? Let our agency management gurus give you some tips....

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