Roger Forystek, president of Fifth Third Insurance Inc., hates it when experts say banking companies cannot make money running insurance agencies.

Insurance agencies can add enormous value to a banking company by drawing upon the best of two worlds, he says: the bottom-line focus of banks and the well-entrenched sales culture of agencies. “You’ve got to grow income, not just revenue,” to be a successful financial services company, he said. “In the bank environment, that’s part of the challenge.”

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