Craig Hasday, President of Benefits Northeast Region and Chairman of the National Employee Benefits Operating Committee, was recently featured in BenefitsPRO magazine, highlighting ways to build synergy between the P&C and Benefits practices of your firm.
“It’s a very different discipline selling employee benefits than it is selling P&C. You need a completely different skill set. In the past, it was difficult to bridge that gap.”
According to Hasday, there can be territoriality among both brokers and clients. “The key for brokers is trust. The confidence that your colleagues on the other side are going to be as diligent and resourceful and client-focused as you are.” For clients, Craig says, “there’s definitely a desire among HR people to have control of their domain.” But on the flip side they often welcome cross-selling since it can simplify things. “There’s tremendous opportunity in cross-selling,” Hasday adds, as it creates more revenue opportunities and “stickiness” with clients.
To read the full article in the BenefitsPRO E-mag, click here.