Cross-selling by any name makes good business sense

Article Abstract:

Cross-selling refers to the process of agents, brokers and their underwriters addressing the complete insurance needs of customers with an effective line of products and services. This scheme leads to higher retentions, better premiums and better relationships with customers. Insurance agents are often in search of one underwriter or company that offers the greatest opportunity for cross-selling and those that possess resources and capabilities that provide all the desired coverages.

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Forget the information highway, first let's get a destination

Article Abstract:

Insurers are rushing to establish Internet sites, but many of them probably do not know exactly what they want their sites to accomplish or how to achieve the goals that they may have. The major problem is that there is still a lack of objective ways to measure a Web site's value. Allstate Insurance Co's Richard J. Henberry, while admitting that company's site (www.allstate.com) is 'a learning experiment,' said that the site is generating good leads for agents.

Evaluation, Column, Web sites (World Wide Web), Web sites

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Targeting 1995's fasting growing industries

Article Abstract:

Experts believe that the health care, computer, banking, broadcasting, and Midwest housing industries, all of which are experiencing significant changes, present excellent opportunities to the insurance industry. Insurance Information Institute senior VP Sean Mooney explained that change results in new risks, which present opportunities to insurers. Conditions in the above-listed industries are discussed.

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