Try this: Review each client file at least twice a year, asking yourself these questions...

• "Am I contacting this client often enough?"
• "Am I responding quickly enough to calls, letters and service requests?"
• "Is there anything else I should be doing for this client?"
• "Am I missing any additional sales or marketing opportunities?"
• "Have I delivered on all my promises and met my client's expectations, and vice versa?"
• "Am I doing everything I can to develop working relationships with the businessowner's other professional advisers?"
• "Am I making effective use of nest prospecting opportunities in this business?"

When you think you know the answers, ask your clients these same questions (they'll know the answers for sure!). Not only will this give you valuable insight into how well your client-building efforts are working, it will show clients that you do not take your relationships with them for granted.

Not every client will be receptive to a long-term client relationship. You'll win some, and you'll lose some. But if you develop an effective client-building strategy — and work your plan — you will come out a winner more often than not.