The Agent Equation

September 2008
Best's Review;Sep2008, Vol. 109 Issue 5, p92
Trade Publication
The article offers tips on how to improve the cross-sale of banking products to insurance customers in the U.S. It suggests that one could adopt the idea of using expansion of the total customer relationship as basis for incentive compensation. It also emphasizes the importance of agent performance as well as identifying banking opportunities in the customer segment, including small-business owners and students.


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