I recently wrote about how small local agency David Rine Insurance in Akron, Ohio, took a 3,000-life group away from the national house incumbent and the large regional brokerage that had been promised the letter of record. Rine won the account by showing huge cost savings for the client and by accessing the CFO to tell that story.

Certainly Rine’s win against overwhelming odds is noteworthy. However, a much bigger story exists here, a key inflection point for smart agency leaders who can recognize the new opportunity. Since writing the Rine story, I’ve been asked repeatedly how little David Rine Insurance beat these large players.

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