This is not the time to be passive about company relationships. If you want to stay in business, you must develop and maintain strong company contacts. As you continue to court new markets, also devote time to enhance relations with your current carriers. Remember, decisive interaction with company personnel is a powerful tool in agency-company relations.

SECURING A COMPANY APPOINTMENT: PART II by Jack Fries This two-part article focuses on how to get the companies and markets your agency needs. THE PROPOSAL Most compa...