Don't Forget Those Long Ago Customers

Working for an insurance company Frank decided to review some old accounts.  After making several phone calls, he was surprised how receptive and agreeable policyholders were to making appointments to review their coverage.  Of thirteen he called on eight bought additional insurance.  Since then Frank has continually reviewed older accounts and kept in touch with policyholders.  It has paid off handsomely, both in new business and in referrals.  "Even though is may seem there is no chance for making a sale, sometimes just a service call can open up new doors to business," he says.