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Tuesday, April 23, 2013

How Assessing Suitability Leads to More Sales

By Anthony DeGregorio, Zenith Marketing

Suitability is synonymous with paperwork for some insurance producers. The lesson awaiting these producers is that the suitability process allows agents to get to know clients well – to find out more about clients' goals, their available assets, and what they are really looking to get out of their relationship with the bank. By taking advantage of the process, agents are finding more and more chances to cross-sell and up-sell to their clients. At the end of the day, they are better able to tailor products and solutions to fit their clients' needs… and make more sales in the process!