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Agents Miss Cross-Selling Opportunities

Agents Miss Cross-Selling Opportunities Agents are missing a huge opportunity to expand their sales beyond property-casualty insurance products by allowing their clients to purchase their ...

By Mark Van Iwaarden | Updated on September 23, 2001

Agents Miss Cross-Selling Opportunities

Agents are missing a huge opportunity to expand their sales beyond property-casualty insurance products by allowing their clients to purchase their health and financial products elsewhere.

In a recent national study by my firm–Baetis Inc. of Boulder, Colo.–300 various businesses ranging in size from 10-to-100 employees were asked how many business insurance products they have. The survey found that 83 percent have two or more products.

According to the study, of those businesses with at least two products, 96 percent had health benefit plans and 92 percent had some form of p-c coverage–an indication of opportunity for agencies that do not sell both products.

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