The greatest loss of all time is suffered by those who don’t consider the lifetime value (LTV) of their client base. Success means understanding that a sale is not the end, but rather the beginning of a lifetime of needs, wants, and desires. People’s financial needs and wants change almost annually—and certainly every 2 to 3 years.
Yes, you may stay in contact or conduct an annual review, but our empirical research is clear: there is very little awareness among existing clients about other products and services you offer that they may need. Worse, many who purchase products like annuities or life insurance say they rarely—if ever—hear from their “sales agent” again.
Case in point: My dear friend in Atlanta has 17 grandchildren. He bought each of them a million-dollar whole life policy when they were born. Very nice—except he bought them from 17 different agents, as he never heard from any of them again after the first sale.
Recognize the lifetime value of your clients! I speak, consult, and coach—and some companies have invited me to speak at dozens of their meetings over the years. Why? Because I consistently bring relevant solutions that address their needs. You can—and should—do the exact same thing!
Having a meeting? Heard me speak before? Bring your desired meeting outcomes—and let’s talk. I’m here for you.