Sowing the seeds of trust.
Establishing and maintaining good relationships with underwriters is vital for brokers to ensure they continue to be successful, even when the going gets tough.
When capacity is limited, relationships that have been nurtured overthe years pay dividends. Underwriters like to know their capacity is being
used with people who understand which markets they are aiming for, the
risks they are interested in and the risks they do not want to deal
with.
It is important for brokers to understand the underwriter's position and
for underwriters to know and trust brokers. How can you orchestrate that
position to ensure that both parties benefit? One thing is for
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