Being a Medicare agent with a book of business, you are often are faced with the decision to focus on your existing clients or new business leads. There are certainly benefits associated with spending time nurturing each of them, we will cover how and why each avenue can bump up your bottom line.
New Business
The benefits of growing your business through new leads is obvious. There are plenty of great ways to drum up new leads and our agency can help agents get connected with various lead sources and turnkey T-65 seminar events. Even tapping your current clients list can refer you out to new clients that they associate with. Another wonderful way to gain new clients is through table topping at local events, while offering free Medicare guidence to those who approach you and ask for assistance.
Current Clients
The need to build a strong relationship with current clients you have goes without saying. Your clients want and need to be confident in your ability to guide them through the ever-changing world of Medicare and creating a strong reliable relationship with them is the first step. It is extremely important to maintain a line of communication with your current clients throughout the year to nurture the relationship. Communication during the AEP period is especially important as this period is the time to compare their current coverage to new coverage options with the clarity on any changes that may exist for their coverage for the upcoming year. By nurturing your relationship with existing clients, your book of business will often in-turn be more likely to recommend you out to others in their network who are Medicare eligible, thus creating new business opportunities from current business.
Wrap-Up
As one could guess, it is important and in your best interest to split time working new business leads with communications and nurturing of your current book of business. However, when your book grows to a large enough size you may need to hire help to maintain your current book of business while you focus your time on new leads.
