By reinforcing your client's insurance needs and wants, explaining and illustrating how the policy meets those needs and wants, and correctly answering any questions your client has, you are demonstrating your professionalism.

Establish Proactive Service Expectations

You should explain to your client that you will contact him or her on a regular basis to determine whether or not the insurance policy is still meeting the needs and wants for which it was originally purchased. It is also a good idea to ask your client to contact you if something happens that might impact his or her insurance program. In the personal market, some examples are: the birth of a child, a change in marital status, changes in employment or business situations, or contact by another company/agent.

Providing an annual review 30 days before your on-profile client's age change will help assure that their insurance program remains current as circumstances change. For you, it means the opportunity to realize additional sales from this client, and obtain on-profile, referred leads.