With commoditization of personal lines auto and an ongoing assault from the direct channel on small business, independent insurance agents need to exploit every opportunity to sell insurance products and services to their existing client base. Yet most experts agree that agents are taking a deer-in-the-headlights approach when it comes to cross selling products.
We spoke with three agencies and brokerages that are committed to cross selling on how they got started and succeeded with cross selling. Their stories follow.
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