Look at it as an opportunity to cement your relationship. If you are not in their ear, someone else definitely is. Every time you get that notice, use it as a reminder to touch base with them. Who knows? They may just happen to request additional coverage or may have just talked to a friend or family who needs it. I do it all the time. A couple of weeks ago while I am driving, my client calls and says she needs it on her 19 year old granddaughter. The child was too old for a children's policy. So, I pulled over into a McDonald's public parking lot and told her to call her grandchild on 3-way, while I called the insurer's health interviewer on 3-way from my phone. I conferenced in the 4 of us. The grandmother was on her phone, granddaughter on her own phone, me on my phone and health interviewer on theirs. The grandchild answered her own health questions. The grandmother answered owner and payor questions, as well as provided the banking info. Less than 3-minutes later, the health interviewer returned and said the grandchild was approved as applied. I pulled out of the parking lot and proceeded to go get a 6-pack, which is where I was headed before being rudely interrupted and wasted 15 minutes just to make a lousy $300. I hate it when that happens!
I agree 100%. I used to ignore the letters, because my clients would all tell me that they paid. It made me look as if I were the only one who didn't know what was going on. After awhile of continuing to get them, I decided to take advantage of it.
