Our client, a leading regional insurance agency, was trying to win a new all lines property and casualty account by taking it over with a mid-term broker of record (BOR) letter. Their prospect was a large condominium association, where the NFIP flood insurance premium on the 48 buildings was approximately $160,000. This was 45% of the condominium association’s total insurance budget of $350,000. While the agent had demonstrated to the

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