What product and services do insurance agents and brokers, whether retail or wholesale, provide to their clients? Many practitioners define this narrowly – the product is insurance, the service is advice, and sell accordingly. However, some organizations have taken a wider perspective, and try to add additional value. The classic example in the specialty lines business, for an insurer, has been Hartford Steam Boiler Insurance Company, a company which provides both insurance and the expertise to significantly reduce catastrophic losses….
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