100 Best Sales & Marketing Ideas: Tips 50-41

45. Something shiny and new.

Always be looking for something new to offer your client, like a new product or strategy. If you don't have anything new to show them, there's no reason for them to see you. They'll be seeing someone else instead.

—Steve Brock

44. Mind the gap.

I stay in contact with all of my clients by telephone, mail and email. I bring them up to date on their policy particulars. I compare the benefit amount with the going amount in the local area, and sometimes they ask about getting another policy to fill the gap.

—Katharine Jacobson

43. Follow up!

Sometimes the client is not always ready to buy or it was not the right time. What I have found is that less successful agents that did not get the sale on the first visit do not follow up, and there is low hanging fruit with a follow up call and/or visit even two, three or six months later. I create email blasts and letter mailings that will prompt an old client to call.

—Kevin Cornell

42. Outside the box.

I had a client that was going to add funds to a non-qualified annuity that was earning about 3 percent. She had no intention of using this money and ultimately would pass it on to her daughter. I explained to her how we could use life insurance to create a tax-free death benefit that would go to her daughter upon her death. We took $50,000 and created in excess of $88,000 of death benefit overnight. My client never thought she could get life insurance at age 84. We have to think outside the box and ask questions in order to provide the best service for clients.

—Eric Van Shore

41. No alpha dog.

When waiting at the door for the client to arrive, turn to the side and look away instead of peering into the home, so the client sees you first. When they arrive, take one step back to show deference. It works.

—Claude Peltz

For more sales & marketing tips, see LifeHealthPro's 100 Best Sales & Marketing Ideas Ever.