Cross selling is hardly a new concept. Marketing different products to existing clients has been so thoroughly drummed into generations of agency owners and producers that we think of it as common practice.
Yet the average independent agency still writes fewer than two policies per household—disappointing considering the average household has seven to 10 policies available.
It’s clearly time for a different approach. The answer lies in thinking in terms of what your clients need—in other words, shifting to a client-centric sales approach.
Read the full article, published in the June issue of IA Magazine, written by Matt Masiello, EVP and COO SIAA