Keep in Touch and Keep Clients

You successfully help a client through the entire sales process, from initial contact, to plan comparison, to final sale.  Everything goes well, and the client is quite satisfied with the purchase.

Speech bubbles - multi colorTime goes by, and one day you run into this client at the local grocery store.  He says hello and tells you how he wished he had run into you 6 months ago when he needed to make another insurance purchase.  The client couldn’t remember your name because you hadn’t kept in touch once your sale was final!

Keeping in touch with your clients is a crucial part of maintaining the relationship and perhaps gaining multiple sales within various lines of the insurance market.  It doesn’t take much time, effort, or energy to do a little “something” to help your clients remember you. More importantly, they need to know you are there to help them.

There are a number of simple and easy ways you can stay in touch with your clients during the course of the year.  Some examples are:

  • A simple greeting card for a birthday
  • A copy of your quarterly newsletter
  • A quick phone call to make sure they are still satisfied with their purchase
  • A personal e-mail

These are just a few ways that you can keep your name in front of your clients.  Statistics show that acquiring new customers costs about five times more than re-selling to an existing client, so why not stay in touch and cross sell?



Maggie Fleming is Vice President and Chief Operating Officer (COO). Maggie’s roles and responsibilities include overseeing general business operations, monitoring marketplace trends for opportunities, and maintaining high level carrier relationships. Her favorite part of her role is the people she gets to interact with every day; from helping our employees grow in their roles to building relationships with our agent and carrier partners. Maggie feels that in business you must be a good listener, and that success is predicated upon being open to comments, suggestions, or criticism that can inspire growth.

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3 Responses to Keep in Touch and Keep Clients

  1. Ariel April 11, 2013 at 12:47 pm #

    Great points, Maggie! Keeping in touch with your clients is also a great way to get referrals. Once you’ve established a relationship with your client, they will remember your name and the superb service you provided. Why wouldn’t they tell their friends about you? The little things will keep your clients happy and help your business grow.

  2. Trey Satterfield April 15, 2013 at 10:43 am #

    Great advice! Thanks, Maggie.

  3. April 16, 2013 at 9:52 am #

    Well said Maggie. It is nice to develop relationships with your clients such that not every call is regarding an “issue”. Friendly follow ups are a win-win for both the agent and client.

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