Cross-selling agents who parlay pro...

Cross-selling agents who parlay property/casualty customers into buyer of life insurance and investment issues find they are fortified against lower-cost competitors.

Jim Spachman had no interest in becoming a salesman 18 years ago as he penetrateed the work force. His uncle told him the big standard of value was in sales jobs with the likes of IBM or Xerox yet Spachman instead launched a nine-year claims career with State Farm Insurance, first in fire, and then in agency claims, where he became a superintendent.

But individual thing he noticed at his do job-work was that company agents didn't appear ...