When I established my business, I was convinced that multi-lineselling was the key to growing the company because it solved theprospecting issue. I had evolved my marketing strategies to supportcross-selling, and I could acquire new customers in so manydifferent ways: Once I had the customer and established therelationship, it was just a matter of time to work on the coveragethat they had placed elsewhere or now needed as their ownbusinesses and families grew.
In the beginning, I often took the opportunity to hand-deliveran insurance policy or even an endorsement. This became a way toset up a future time to meet and review clients' insurance needs.The customer was impressed that I delivered something in person,and was now prepared for our next meeting to discuss othercoverage.
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