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The commercial insurance landscape is evolving rapidly. As the market hardens and technology disrupts traditional models, more and more producers and agency owners are turning away from personal lines and small commercial accounts in pursuit of larger, more strategic middle market opportunities. The shift is logical—middle market clients offer better revenue, deeper relationships, and more room to make an impact.

You know the one I’m talking about—the client whose premium check moves the needle from a good year to a great one. The one you’ve nurtured for years, who calls you on weekends, who brags about you to their peers.

Now picture this: Monday morning, the phone rings. It’s your top client.
“Hey, we need to talk. We’re going in a different direction.”

The six-figure revenue stream you counted on? Gone. Not because you didn’t return calls, drop by for lunch, or go the extra mile in service. They left because they needed something you didn’t have—and another producer put it on the table first.