A large part of being a trusted advisor is realizing your clients' concerns over time will change. To address this, I conduct annual review calls. These "proactive marketing" calls keep me in touch with established clients who may need ongoing financial guidance.
I place annual review phone calls to my "A" clients personally, encouraging them to meet to discuss what has been happening in their lives: a career change, a new home or child, or inheriting wealth. We look at the type of life insurance they own, how long they want the policy to last, and if the plan is still relevant to their life today. Once we have done some exploring, I can make recommendations.
The ROI for proactivity
Being proactive by keeping in touch with your clients solidifies the relationship you are working so hard to maintain. I "sell money." My clients know I talk a lot about buckets of money: money so widows can support their families, money so kids can go to college, money for businesses to flourish, and money so families can eat hamburgers instead of peanut butter!
