shows, or out to play golf or some other activity.
• Connect them with other companies, other people they’d
like to meet, and other professionals such as lawyers, CPAs,
insurance agents, and Realtors, and vendors.
• Send them potential new employees.
• Connect on social media. (Use discretion and your best
judgment here)
Step 10: Practice these overall client rules:
• Always make the client your number one priority.
• Keep communicating. Focus on good, solid
communication.
• Personalize the relationship and always seek to build and
strengthen it.
• Let clients know you appreciate their business and that
you don’t take them for granted.
• Focus completely on the client and how you can help.
Always do what’s best for them.
• Stay on your toes and do what you say you’ll do.
• Go above and beyond. Deliver more than you say you will.
Note: You don’t need to follow this plan with all your
accounts, only with the clients you want to keep. Most likely
your largest clients. If you follow the 80/20 Rule, you will be
doing this with your top 20% of accounts that give you 80%
of your business.
If you care about your clients, treat them right, build strong
relationships, and keep them happy, you will rarely have
to worry about having enough business. Not only will they
stay with you, they will also refer business associates, friends,
and family. In addition, if you’re working with happy, life-
long clients all day, your work and life will be much more
enjoyable.
John Chapin is a motivational sales speaker and trainer. For his free newsletter, or
to have him speak at your next event, go to: www.completeselling.com John has over
29 years of sales experience as a number one sales rep and is the author of the 2010
sales book of the year: Sales Encyclopedia. E-mail: [email protected].
REAL PEOPLE.
REAL ANSWERS.
REAL QUICK.
We believe every customer
deserves person-to-person support.
That’s why, when you call PHLY, you’ll speak with a real
person. A professional with answers to your questions
about coverage, paying a bill, making a claim, binding
a proposal, even how to use the chat feature on our
website. Along with quality coverage and claims service,
how we interact with you is one of the many things that
set us apart.
Now, real quick, let’s get you the answers you need.
Call 800.873.4552 or visit ThinkPHLY.com
800.873.4552
PHLY.com
Philadelphia Insurance Companies is the marketing name for the property and casualty insurance operations of Philadelphia Consolidated Holding Corp., a member of Tokio Marine
Group. All admitted coverages are written by Philadelphia Indemnity Insurance Company. Coverages are subject to actual policy language.
| July - August 2017| KANSAS INSURANCE AGENT & BROKER
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