Doing This ONE Thing Just a Few Times a Year Can Boost Your Business
“Out of sight, out of mind” is death to an insurance agent’s book of business. You want to be the name that comes to mind when your clients think of insurance, but you also don’t want to harass them.
We’ll dive into useful tips and tricks on how to stay in touch with your clients so that you can secure more business, land more referrals, and keep happier clients overall.
Why Repeat Clients Matter
Buying insurance isn’t like purchasing a new pair of pants. Insurance is a people-oriented industry and a purchase lasts a lot longer than fast fashion. Cultivating a relationship with your clients is a no-brainer, but oftentimes agents forget that it isn’t just about the one-time sale: being a successful agent is about investing in a lifetime client with multiple insurance products and continuous referrals to friends and family.
In fact, this 2021 report shows that repeat clients are a whopping 9x more likely to convert than new prospects. And if that doesn’t quite convince you of the value of repeat clients, this might: repeat clients spend 67% more than a new client. It makes good business sense to keep your clients and keep them happy—and that involves regular touchpoints.
But you’ll want to come up with creative ways to stay in touch with clients so that it doesn’t feel like you’re just continuously hitting them up for new business. We’ll dive more into that below.
So, How Often Should You Contact Clients?
Creative Ways to Stay in Touch With Clients
- Pick up the phone and check-in for a casual conversation
- Go out for a meal, a drink, a game, or whatever your client enjoys
- Send out personalized holiday cards, but also cards for birthdays, anniversaries, births, and more if you can swing it
- Ask for feedback: whether you send out a survey or ask key clients directly, it gives you important insight and makes your clients feel valued
- Send them articles and news that you think they’ll be interested in
- Host and invite them to information sessions about insurance products