By Edward Cassidy, managing principal, Saybrus Group Inc.
For property-casualty agents, cross-selling life insurance can be as simple as starting a conversation. Clients already view their agents as trustworthy and credible. Many are also looking for the security and convenience of having one source for all their insurance needs, across product lines.
Good relationships with clients can translate directly into life insurance sales, with 77 percent of clients buying from their existing agent, according to LIMRA's 2011 To Buy or Not to Buy Life Insurance study.
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