Try This: You should be reading the daily newspapers and other periodicals looking for items about or of interest to your business and professional clients and their families. Clip the articles out and send copies, along with a handwritten note, like this:

Fran:

Great ad in today's paper. Hope it brings in plenty of business!

Best regards,

Bill

Many producers also recommend sending quarterly newsletters to business and professional clients. A variety of these publications are available commercially. For more client-building ideas, see ON-Trac II, Unit XX: Business Insurance.

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