Ken Wallace.

Once upon a time, insurers believed that if we split insurance
brokers into groups and treated all the brokers in each group the same
way, each group would thrive.


However, while it was innovative at the time, this "preferred status"
approach has had its day. Enlightened insurers are moving towards
developing individual relationships with their brokers through one-to-one
relationship marketing.


This approach is effective because it is initially governed by value and
then by what the broker needs to

Only users who have a paid subscription or are part of a corporate subscription are able to print or copy content.

To access these options, along with all other subscription benefits, please contact [email protected].

You are currently unable to copy this content. Please contact [email protected] to find out more.

To continue reading...

You need to sign in to use this feature. If you don’t have an Insurance Age account, please register now.

Sign in
You are currently on corporate access.

To use this feature you will need an individual account. If you have one already please sign in.

Sign in.

Alternatively you can request an indvidual account here: