CHANGE: WHAT AN OPPORTUNITY! by Chris Burand A changing industry offers the greatest opportunity business people ever have for becoming successful. Chris Burand urges you to welco...

CSR SELF-ANALYSIS AND CAREER GROWTH by Mary Beth Bolen How CSRs can help themselves and their agencies grow. In the past, most people spent their entire work lives in one or...

We all know the value that cross-selling brings to agencies. According to industry statistics, profit margins on the second sale are two to three times higher than the first and retention is 60% higher. Yet the average independent agency’s number of policies per customer hasn’t changed in 20 years. How can such a vital, well-publicized goal remain so elusive for so long? It’s as if we all know how to become millionaires but ignore the facts. The truth is that cross-selling is a complex process that can fail for a number of reasons.