If a client asks their property-casualty agent about what life insurance policies are available for sale, one might often draw a blank stare. The same could be said if a p-c customer asks about other types of financial products and services–whether health insurance, retirement planning, long-term care coverage or the like.
Yet, as a growing number of producers can attest, there are big benefits to cross-selling such non-p-c products–and not just to middle-market personal lines clients. Many of the most successful commercial agencies, sources told National Underwriter, are doing a substantial business cross-selling life, health and financial planning solutions to individual business owners and high-net-worth individuals, with p-c accounts opening the door.
Thus, it's no surprise that carriers on “the other side” of the industry are eager to do business with their p-c agency counterparts.
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