Filed Under:Agent Broker, Agency Management

Balance Sales and Retention

Real success involves being both a hunter and a gatherer

History can be a great teacher. In early times, mankind survived by way of the "hunter/gatherer" mindset. The men would go out in the morning to hunt for food and the women would gather the wild bounty of the earth. However, there would be times when game became scarce or competition increased from nearby tribes. Likewise, the wild bounty was subject to the vicissitudes of Mother Nature. Obviously, there needed to be another way to provide the necessary sustenance for survival.

Thus, mankind involved into a balance between "hunter/gatherer" and "rancher/farmer." People could both grow crops and enjoy the natural bounty, while the bounty of the hunt could be augmented by raising cattle.

If we were to paraphrase that to business, it might go, "Yesterday’s efforts will not insure tomorrow’s clients; it is what you do today that counts."

So what do you need to do today to solidify and enhance your relationships with existing clients?

Manage expectations

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