Sales Management

Insurers’ Best-Kept Secret

For decades, diversified insurers have doggedly pursued the Holy Grail of their industry – getting customers to purchase multiple types of coverage.  Success has been elusive, and a recent study by LIMRA offers a surprising explanation why:  Many consumers don’t have a clue that their insurer even offers other products!  Insurers aren’t trying to keep those other offerings a secret, but that’s effectively what happens given how they communicate with consumers.  Talk about a deflating revelation!  For all these years, could the root of the property and casualty industry’s cross-sell struggle be this simple as changing the dialogue?

Download the full feature article from Watermark Consulting’s Jon Picoult on the Insurers need to get smarter about engaging customers in the cross-sell: Multi-Line Insurers’ Best-Kept Secret.

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