We get asked this question all the time: "How do I get more clients?"

First off, the biggest source for networking and referrals comes right from your own circle of family and friends and your existing clientele.  You've heard the old story "he told someone, then she told someone" and on and on it goes.  Networking and referrals do not have to be daunting.  In fact, it can be quite easy to build your customer base, if you're willing to work at your goal and put forth some effort.

Some of the absolute basics in getting repeat business or referrals is deeply rooted in how an advisor approaches his business and treats his existing clients.  People want to be heard, they want to be acknowledged and they want to be understood.  They also want to be treated with respect, kindness, fairness and be appreciated.  That's just human nature.  

We have people say to us "Selling insurance isn't as easy as I thought it would be.  How do I grow my business?"

The golden rule is this:  if you know your products, treat clients with fairness, respect and acknowledge them, they will in turn recommend you to their family, friends and peers.  It's really as simple as that.  If you follow up with a client two months after writing a Medicare Supplement policy for them, just to check in and make sure they're happy with their plan and their premium, that speaks volumes about who you are as an advisor to them.  After all, they are looking to you for answers.  This follow-up is the perfect time to ask additional discovery questions as well.  "How's your health?"  "Have you thought about life insurance?"  "Is there someone in your family who could benefit from long-term care insurance?"  These are all ways of making the client feel important, without trying to push a specific product on them.  It also shows them that you have a broad knowledge on the topic of senior health products, and want to ensure they are well taken care of.  And if you need assistance recommending a product, you can certainly look to us to help you.  That is why we're here, after all.

Kindness goes a LONG way.

When you listen to people, you acknowledge their concerns, and you show interest in their well-being, you in turn are paving the groundwork for future clients.  The next time you write a piece of business, tell your client that you're going to follow up with them in two months (and be sure to create that follow-up task in your CRM, so you're reminded to do so).  Explain to them that you want them to be happy with the services you've provided, and want to be sure you've addressed all of their needs.  Seniors change all the time.  They move, they retire, they become ill, they have grandchildren.  Life is never static, and neither should your philosophy be on growing your business.  And if your small client base is happy with you, they will in turn speak highly of you.  And before you know it, you will have clients calling you.....and not the other way around.  

By Carolyn Portanova