“Our prospecting process, which we learned from our father, is a ‘friendship first’ philosophy. We become friends with our clients first, establishing and building a relationship. We never want to be thought of as a ‘transactional business.’ There have been times when we offer sporting or entertainment event tickets to a client and they ask us if we are going with them. In other words, we earn our referrals instead of asking for them.”– Keith Dudum, who runs Dudum Financial and Insurance Services Inc. in Lafayette, Calif., with his brother Jason. Both are multiple-time MDRT Top of the Table qualifiers.

Editor’s Note: The preceding tip was taken from “Double Coverage,” a Producer Profile by Brian Anderson that ran in the September 2009 issue of Life Insurance Selling. To read the full article, click here.

To read last week’s Tip of the Week, click here.

For more on client relationships, see:

Relationships count

Utilize the “leverage is size” principle of success

The risk of commoditization