How Do Agencies Seek Appointments?

I work as an for an MGA for our carrier. We have been looking to expand our market in the General Contractors industry. My question here lies with..

1. Are agencies normally the ones that approach the wholesalers?

2. What is the most eithical way for an MGA in california to market to brokers?

3. What do owners usually look for as regards to GL + bond appointments?

Note: This is not a solicitation, only seeking advice. Any marketing tips and strategies would be a great help!

thank you for reading.
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