Take Extraordinary Care Of Your Existing Clients – For more repeat sales and clients referrals

Coaches Corner... Surprise and delight - Take extraordinary care of your existing clients! For repeat sales and clients referrals

Dear friends, here is an important message and sales tip from our friend and coach Sandy Schussel! If you want to sell more insurance and annuities, then get better at building your relationship and taking care of your existing clients! It is one of the big keys to repeat insurance sales and client referrals!

Surprise and delight – Take extraordinary care of your existing insurance clients!

Magic happens in your insurance sales career when you stop trying to call and drop in on anyone who might be breathing and have a few dollars. And instead, you start to take extraordinary care of your existing insurance clients.

I’ve been working with Bryant, an advisor in New York, who has been “just getting by” for nearly five years selling insurance. Our work started when he asked me for better cold call scripts, and I suggested that there was a better way to get insurance clients. We talked about how he could redirect the time he had been spending on cold-calling to serving and taking care of his existing insurance clients better… surprising and delighting them, and earning referrals from them. (and repeat insurance sales)

As part of our coaching, Bryant submits a weekly report to me. Here’s what he wrote to me last week:

“Hey Sandy, quick update. I surprised and delighted two of my best clients. I got the first one a slow cooker that matches her new appliances. Her neighbor happened to have been there when I brought it in, and I got an appointment with her! I’m waiting for the gift I thought of for the other one to be delivered to me so I can bring it to her. She likes gummy bears, so I bought her a five-pound gummy bear. Also, she invited me to come to a baby shower she is hosting, so I bought the baby some gifts. I’ll keep you up to date on that. Thanks for the motivation.”

Take Care Of Your Existing Insurance Clients!

“Surprising and delighting” existing insurance clients isn’t about the closing act of trying to please people so that they give you their money. It’s about letting your good insurance clients know that you value them and listen to them. Bryant bought a kitchen gift that matched the new appliances his valued client was proud of. The giant gummy bear showed his second client that he listened to her and learned about her likes and dislikes.

Too often, I talk with insurance professionals who, even after years of working with their best-existing insurance clients, don’t know very much about them.

Surprising and delighting to take care of your existing insurance clients isn’t about you spending huge amounts of money – or even buying presents, for that matter. Dropping by the hospital (empty-handed) when his client was recovering from surgery cost one advisor I work with nothing. But he had his client telling all of his friends about the visit.

So, unless you know your client loves gummy bears, don’t send her a five-pound gummy bear. But what would surprise and delight her? If you don’t know, it’s time to learn more about her. If you do know, this is the perfect time to show her you value her as an insurance client.

Let me know if any of these ideas help you set intentions for 2021. Have a great New Year and KEEP REACHING…

Sandy Schussel, - Take Extraordinary Care Of Your Existing Clients - For repeat sales and clients referrals“As a coach for financial advisors and other professionals, I was delighted to have the opportunity to attend one of Jeremy and Lew Nason’s Insurance Pro Shop workshops. I had heard about the success that Jeremy’s and Lew’s workshop graduates were having, and wanted to see for myself what magical formula they might be using to generate that success. I quickly saw that this was an opportunity to sit at the feet of a Master at insurance sales, watching financial advisors being taught to sell from the heart and attract business and referrals through existing clients. It’s a formula I believe in, taught by someone whose passion and skill make it almost impossible not to improve your business.”

“If you’re an insurance producer and you’re tired of being good at what you do, but not knowing how to have the kind of business you can be proud of, make the decision to invest in one of their incredible programs. Stop whining about the economy, or the competition, or… whatever, and arrange immediately to attend Lew’s next workshop.” Sandy Schussel, Life and Business Coach, Author of… Become A Client Magnet

When Will You Follow Sandy’s Advice To Take Care Of Your Existing Insurance Clients… For More Repeat Insurance Sales And Referrals?

Do you want to increase your repeat insurance sales and referrals? Then as Sandy pointed out to Bryant, you need to surprise, delight, and take good care of your existing insurance clients!

It is how you can double and triple your repeat insurance and annuity sales and income in just a few weeks, even today!


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