Prospecting Among Your Own Clientele

[if gte vml 1]><v:shapetype id="_x0000_t75" coordsize="21600,21600" o:spt="75" o:preferrelative="t" path="m@4@5l@4@11@9@11@9@5xe" filled="f" stroked="f"> <v:stroke joinstyle="miter"></v:stroke> <v:formulas> <v:f eqn="if lineDrawn pixelLineWidth 0"></v:f> <v:f eqn="sum @0 1 0"></v:f> <v:f eqn="sum 0 0 @1"></v:f> <v:f eqn="prod @2 1 2"></v:f> <v:f eqn="prod @3 21600 pixelWidth"></v:f> <v:f eqn="prod @3 21600 pixelHeight"></v:f> <v:f eqn="sum @0 0 1"></v:f> <v:f eqn="prod @6 1 2"></v:f> <v:f eqn="prod @7 21600 pixelWidth"></v:f> <v:f eqn="sum @8 21600 0"></v:f> <v:f eqn="prod @7 21600 pixelHeight"></v:f> <v:f eqn="sum @10 21600 0"></v:f> </v:formulas> <v:path o:extrusionok="f" gradientshapeok="t" o:connecttype="rect"></v:path> <o:lock v:ext="edit" aspectratio="t"></o:lock> </v:shapetype><v:shape id="_x0000_s1026" type="#_x0000_t75" alt="Prospecting" style='position:absolute;margin-left:0;margin-top:0;width:288.75pt;height:168.75pt; z-index:251658240;mso-wrap-distance-left:0;mso-wrap-distance-top:0; mso-wrap-distance-right:0;mso-wrap-distance-bottom:0; mso-position-horizontal:left;mso-position-horizontal-relative:text; mso-position-vertical-relative:line' o:allowoverlap="f"> <v:imagedata src="https://www.piu.org/wp-content/uploads/2017/01/riap.jpg"></v:imagedata> <w:wrap type="square"></w:wrap> </v:shape><![endif][if !vml][endif]Now that the busy holiday season has passed and before we enter the sometimes dreaded tax season, it is the perfect time to stir-up insurance business among your own client lists. Believe me, there are plenty of potential sales and premium awaiting you in those old files. Familiar names and faces make for great clients, repeat customers and excellent referrals.

Use the start of a new year as a timely excuse to review the insurances owned by your clients and to request a meeting, to get back in front of them so you can illustrate where their coverage may be insufficient or even non-existent. It doesn’t matter if they are medical, business, disability or life clients; getting a fresh chance to pitch them and show them that you care about their financial protection is what’s most important.

The best sales leads can be found amongst your current clients. You are already familiar with their financial, health and social backgrounds, and these prospects know you. As long as your previous interactions were successful, you should have a downhill journey to making more business come from these comfortable relationships.

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