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Kevin Kimbrough is a principal and head of national sales at Saybrus Partners, whose team of insurance experts offer consulting services to financial-services and wealth-management firms. It is a subsidiary of the Phoenix Cos., a boutique life insurance and annuity company.

Why should a P&C agent consider selling Life insurance?

Many opportunities exist for P&C agents to add Life insurance to their product offerings. Clients of P&C agents already view them as trustworthy and credible, so becoming their Life-insurance agent as well can be as simple as opening the conversation. Also, the security and convenience of having one source for all their insurance needs is attractive to many clients.

Nearly a third of all consumers believe they need more Life insurance—but awareness of need doesn’t necessarily mean people are buying. Many postpone taking action because they have unanswered questions or don’t fully understand what they need. P&C agents can provide value by helping to identify needs and providing this information throughout the buying process.

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