Clients are looking more than ever for their benefit broker to become a trusted adviser, rather than an insurance salesman. For those brokerages willing to take up the charge, developing strategic partnerships can allow them to compete with anyone.

It’s simple; partnering with outside firms enables a larger breadth of services at a lower capital investment, says Dario A. Campolattaro, CEO of Leesburg, Va.-based Kelly Insurance. At his small agency a little more than an hour west of Washington, Campolattaro says partnering gives him the opportunity to offer his clients services that a larger agency could do in-house.

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