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 Posted: Fri Dec 26, 2008 11:38 pm Post subject: Work your existing clients |
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Work your existing clients
Be sure and work your existing clients each year and keep in touch with them.
Agent's make a big mistake of never contacting the clients again after they sell them.
I send my clients a birthday card every year. Two weeks after their birthday, I call them on the phone. I ask them if they got my birthday card that I sent to them and then ask them if they need to update their existing polices. Example, did you recently buy a new home, get married or remarried, have a baby, or need to change your existing beneficiaries, and then I offer some of my new free services. I offer them a free credit report each year and tell them about anything else that I'm offering.
They sometimes tell me that I'm the only one that remembers their birthdays and calls to check on them every year.
I'm more then a someone they once meet that sold them something. I'm a friend and person they know will be here to help them.
_________________
Mark Rosenthal
IMO/Ins Agent/Agent Trainer/Free Advice
http://www.rosenthalfiles.com |
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lifeagent911
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Posts: 94
Location: Georgia
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| Posted: Sat Dec 27, 2008 12:46 am Post subject: insurance |
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| I don't like that word much: 'work' ( the client). That kind of sounds like the Insurance agent is just looking for another 'policy number', instead of looking at the indvidual. Ya know? |
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sdchargersfan
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| Posted: Sat Dec 27, 2008 1:03 am Post subject: |
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Do you know how many agents never contact their clients after making the sale? Most of them don't.
I use the word " Work" because that is what it is. It's part of my job. If it was easy, everyone would do it. I work for my clients.
It is a long hard job to work the client database. |
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lifeagent911
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Location: Georgia
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| Posted: Sat Dec 27, 2008 1:00 pm Post subject: |
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sd'...OP...isn't using the word "WORK" in a pejorative sense.
The magnificent riches and wealth of the financial services industry requires an agent to WORK.
Selling insurance is simple, but it's not easy.
How simple could it be to send your clients a birthday card then follow up with a phone call two weeks later?
There are two types of insurance agents:
a transactional agent;
or
a relationship agent.
The transactional agents don't last very long in this business.
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Gary Spicuzza, *SAFE
Copyright 1956.
No Rights Reserved.
*Self Appointed Financial Expert |
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GarySpicuzza
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| Posted: Sat Dec 27, 2008 1:36 pm Post subject: |
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SD, the OP meant it more like, 'continueing to work for the client' ... I see no issue with it or the rhetoric, it is after all his job, and how he feeds his family...I think many agent, miss multiple opportunitys by not actively staying in contact with exsisting clients...as i've said before I think so much of my agent I've been with them, since about 1982 or so, and wouldn't dream of going anywhere else...when they retire, i'll more than likely 'shop' my policys for better deals, but until then no...because they are as Gary said a | Quote: | | relationship agent. |
....they send us birthday, anniversary, and christmas cards...etc...it goes deeper than that with us, they are friends now too...at any rate, I think OP's point is continued contact with exsisting clients will likely yield additional income, and keep them with you...which is after all their job, and if great or good friendships and relationships develope, great....
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"Never, never be afraid to do what's right, especially if the well being of a person or animal is at stake. Society's punishments are small compared to the wounds we inflict on our soul when we look the other way." Martin Luther King Jr. |
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Lori
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| Posted: Sat Dec 27, 2008 4:44 pm Post subject: |
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To keep it simple. What I'm saying is that after you have helped the client and made the sale. Don't just forget about that client. You need to contact them again and check on them. I'm not just selling a product, but selling myself and my services.
Now does an agent get rewarded for staying in contact with their clients. The answer is yes. Referrals is the lifeline of this business and the clients needs can change at any moment and they might need to use your services again.
_________________
Mark Rosenthal
IMO/Ins Agent/Agent Trainer/Free Advice
http://www.rosenthalfiles.com |
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lifeagent911
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Posts: 94
Location: Georgia
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| Posted: Sat Dec 27, 2008 7:03 pm Post subject: insurance |
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| A 'relationship' agent would be MORE likely someone I would want to 'work' with, as well. |
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sdchargersfan
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