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A matter of trust

The practice of selling both health benefits and property and casualty insurance (P&C) from one brokerage continues to be a growing trend at a time of industry consolidation and increasing use of technology.

By Scott Wooldridge | Updated on November 01, 2017

The practice of selling both health benefits and property and casualty insurance (P&C) from one brokerage continues to be a growing trend at a time of industry consolidation and increasing use of technology. One important factor driving this trend is simply the matter of trust—once a broker has a strong relationship with a client in one area, the client is more likely to want to work with that broker in other capacities.

In some ways, benefits insurance has much in common with the P&C world. Dan Thompson, a partner at Gulfshore Insurance in Naples, Florida, notes that the health of employees is key to both benefits management and workers’ comp—which is always a major part of any P&C product.

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