When a life advisor is interested in developing a production relationship with a property casualty agency, it is important to “Speak the Language”. If the life advisor is a “newbie” to cross-selling Property casualty clients, he/she must first develop a relationship with the agency principal(s).
Speaking the language can be the first step to bridging this important gap. For example, on the life side, we refer to carriers or companies. On the property casualty side, contracted companies are called markets.
Although both are in the business of selling insurance, understanding each other’s lexicon is essential to developing a successful relationship.