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.
While there's plenty of evidence to support this view, Richard Hillberg, a 30-year P&C veteran and senior vice president of the Provider Insurance Group, an agency with 38 employees in Needham, Mass., has had a different experience.
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