How often do you reach out to your customers? Are you reactive or proactive in your business relationships?
Being ahead of the curve with client account management accomplishes much more when you offer free advice and more business options in anticipation of additional sales rather than wincing when the customer calls you and asks why he hasn't heard from you in a while.
Sound familiar? Most business can be attributed to specific needs. However, the smart broker knows that prospecting with existing clients is low hanging fruit, and should be harvested before it falls to the ground and rots.
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