Is your agency taking full advantage of the personal insurance opportunities afforded by your commercial customer base? Few would argue that it is challenging to find quality new personal lines customers using traditional lead sources. Some agencies are bucking this trend, however, and are successfully using new methods to grow their firms.

A consultative approach that addresses the corporate risk of individual employees may afford new sources of growth for your agency. The line between the individual and business insurance sales can become blurred, particularly when a commercial customer desires one contact with its insurance brokerage. Also, agents can establish themselves as trusted counselors by tailoring some commercial products and services to meet their clients' personal and professional needs.

Many employers will recognize that individual acts committed by their employees can lead to reputational and performance problems. If the employee becomes a defendant in a personal-injury lawsuit, it can be assumed that he or she will be distracted from the job. Group personal excess liability (GPE) insurance can help make the legal troubles less of a professional distraction.