Many insurance agents and brokers do not always realize that concentrating on getting more new leads means existing customers can stand to fall to the wayside. While generating new leads is necessary for business growth, it is important to remember that existing leads can not be undermined.
As much as insurance selling is about growing and expansion, it is also about maintaining the current client base. Proper customer service will ensure that current clients have room to grow. An existing customer base is one of the best assets an insurance agency has. Therefore, marketing dollars need to be spent on customer retention.
Organizing, managing and developing your leads is an investment of time, money and resources. Failing to manage new and old clients will make your company miss out on growth opportunities. Management of both old and new clients will allow you to run a financially successful insurance agency.