Following-up on your pending business in a systematic approach is one of the single most important functions an office can do. The benefits of doing so are....

1. You Actually Get Paid: The quicker you're aware of outstanding requirements, the quicker you can get them resolved, the quicker money hits your bank account. I know some of you believe the company will notify you if anything is outstanding, which is true but it normally takes them a week or two to do so. Remember the squeaky wheel gets the grease - call or look on-line every week for an updated status.

2. Your Clients Don't Have Buyer's Remorse: Imagine your clients hearing from you or your office each and every week to let them know the status on their new policies and transfers. Do you think the chances of buyer's remorse would decrease? Yep, it most certainly does. Furthermore, it gives the client an opportunity to ask any new questions that may arise. Even if you don't have any more new information than what you did the week prior, still call them to let them know. It reassures the client that they're a priority to you and who doesn't like that feeling?

3. You Further the Relationship with Your Client and Increase Your Referrals: So again, the overall goal in this business is to generate leads and prospects automatically and with as little effort as possible (wouldn't that be nice?). When you receive superior service, what do you naturally do? You talk about it. What does that lead too? More business for the company you were singing praises about. Furthermore, the end of the sales process is the ideal time to ask for referrals. Why? Because in this business we "sell the invisible." By asking at the end of the sales process (during the delivery meeting) the client can very easily see and feel that you solved a problem for them. And, by hearing from you or your office each week they feel like they've gotten to know you.

This is a beautiful thing!

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