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Building Life Into A P&C Agency

While the upsides are both obvious and enormous, the countless attempts to integrate P&C and life agencies usually fail. Here are some suggestions for pulling off the combination.

By Kenneth A. Shapiro | Updated on June 17, 2011

It goes without saying that property and casualty and life insurance agents work in two separate and, usually, nonintersecting worlds. They both sell insurance, but that’s where the similarity ends. It’s as if they’ve lived next door to each other for years, but have never spoken, watched a ballgame or grilled a burger together. In a significant way, they think, act and work differently, and neither understands the other’s language. 

Most efforts to break down the seemingly impenetrable wall or overcome the gulf that keeps them apart have been notably unsuccessful. Many seem convinced this will never change.

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