Client Retention & Referrals.....
- Thread starter agentjhc
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- #3
Email or Snail Mail?
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I use the phone.
Used to send out cards to all of my clients for every occasion, and it probably did pay off, but I got tired of it. Now, I have a couple of physician's offices that send me a lot of new business, so I give them Holiday gifts.
I don't lose that many clients because of my laissez faire attitude, hardly any, but don't gain as many referrals as I did when I sent out the birthday, Christmas, and hello cards. At the time that I was sending out all of those cards, I got a lot extra calls just to "chat", I really don't miss that very much. I want to sell.
I don't lose that many clients because of my laissez faire attitude, hardly any, but don't gain as many referrals as I did when I sent out the birthday, Christmas, and hello cards. At the time that I was sending out all of those cards, I got a lot extra calls just to "chat", I really don't miss that very much. I want to sell.
newsletter send out cards
But things really got better when I started calling clients for reviews 2 or 3 years on policies
The referrals have been my lifeline over the last 2 years
Get referrals every month now sometimes a gett more than a few in a month
This month 6 already
But things really got better when I started calling clients for reviews 2 or 3 years on policies
The referrals have been my lifeline over the last 2 years
Get referrals every month now sometimes a gett more than a few in a month
This month 6 already
The best retention tool is doing the right thing for the client from the very beginning and educating them as much as possible (this could also be stated "train them as much as possible"). In addition, stay in touch with them. Whether it's a newsletter, birthday cards or phone calls. I almost never lose a client unless it's due to death or they move to a state where I'm not licensed and don't want to get licensed there (speaking specifically of MAPD/PDP here as Med Supp travels with them).
That is very much worthwhile, I have to make myself do it..sometimes it results in a lower renewal commission, but hopefully brings good will.
That is the
Its has worked out for me better retention better referrals
More than that it gets you in a better selling mood when the leads are angry get a few this way and go back to the leads
Honestly I wasnt sure about it myself before I started, Though I have seen many posts about it, but I found too when someone goes to the 5th years or so they start dropping off if I did not look to review them. Some not either way the report is not as strong after 5 or 6 years
However when I call every 2 or 3 years and I don't push but to make contact see if they want review say hello
it goes a long way. I have clients that I have for 5 years that are now starting a new 6 years with me
besides that, I have referrals when my leads are not doing as well over the last year and a half or so which has saved me while I figure this part-out
