Yearly Review Ideas Please?

[OttoGraf]

I've never really done this much before, but I've seen it mentioned here on the forum at times.

For those of you that do yearly reviews what does this look like for you:
- how do you approach your client?
- do you have your appointment setter call through them?
- send them cards?
- look to save money and/or increase coverage?

OR is this more of a "time-waster" when one can just stay busy running new leads?


Thanks for the input!!!

 

[OttoGraf]

So I take it no one does this anymore? Well GO CARDS lol

 

[Baseball7]

Have not been in the business long enough to speak about it but the concept seems to make sense. Keep connected with people, just like delivery policies might lead you to others you would not get a chance to see.

 

[John Galt]

I've never really done this much before, but I've seen it mentioned here on the forum at times.

For those of you that do yearly reviews what does this look like for you:
- how do you approach your client?
- do you have your appointment setter call through them?
- send them cards?
- look to save money and/or increase coverage?

OR is this more of a "time-waster" when one can just stay busy running new leads?


Thanks for the input!!!

Not sure if yearly reviews would help in the FE market...unless you are looking to roll your book But maybe if you added MA certifications, then during an "annual review" you could let them bring up healthcare then move forward from there. I suspect Rick (Greensky) or JimmyUT would be better at giving advice on that but it seems like a no brainer if that is something you want to get into. Just some thoughts, I bet you would be good at it

 

[WinoBlues]

I've never really done this much before, but I've seen it mentioned here on the forum at times.

For those of you that do yearly reviews what does this look like for you:
- how do you approach your client?
- do you have your appointment setter call through them?
- send them cards?
- look to save money and/or increase coverage?

OR is this more of a "time-waster" when one can just stay busy running new leads?


Thanks for the input!!!

I do not do annual reviews. I do reviews but not on any real schedule. Honestly I have four file cabinets + stuffed with clients. If I start at the As I would never get to the Bs. I really need to use my CRM better.

- how do you approach your client?

Phone call, email, text and Snail mail

- do you have your appointment setter call through them?

That dashing good looking guy in the mirror? You Betcha

- send them cards?

Yes. Usually around policy anniversary time. Especially if the company is mailing them. I get an extra touch that way.

- look to save money and/or increase coverage?

Increase coverage and referrals. Replacements of my own policies are term and maybe a UL. Very rare that I see a need to replace a whole life policy. Beneficiary review is a good lead generator.

Look at your commission statements. there is your list. Many will have when they were issued. call the ones that coming out of contestability. Good time to add on.

Or don't call them. When I am referred to them I will ask the last time they heard from you.

 

[pcbinsurance]

Go cardinals!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!

 

[OttoGraf]

Thanks y'all!!!

 

[Matthew King]

I do not do annual reviews. I do reviews but not on any real schedule. Honestly I have four file cabinets + stuffed with clients. If I start at the As I would never get to the Bs. I really need to use my CRM better.

You still have four file cabinets and have a CRM. Haha, yes you should really use it more!

 

[WinoBlues]

You still have four file cabinets and have a CRM. Haha, yes you should really use it more!

Sad isn't it. And two desktops with stacks of files and sticky notes on top of sticky notes.

 

[Norwayguy]

Before I get attacked as I am not a FE agent and this may not apply in this market. I worked the 403(b) teacher market for many years. I always did annual reviews but one of the single biggest ideas I ever did was a summer mailing to my clients with a prefilled salary reduction agreement showing their current contribution and a spot to increase the amount by this was included with a letter reminding the client of the benefits of increasing savings for retirement and a simple example of what that small increase from their new raise would do.

I would frequently mail my customers in batches through the summer and frequently receive 20-30 envelopes back per day. Some envelopes the client wanted to no changes, in a small few they wanted to decrease contributions but in the majority these clients increased their savings.

If I was going to do this for the FE market I would include a small return card with a couple options of other items you could help them with to include increased coverage. I know Lincoln Heritage re mails their clients and get people wanting small increases. If nothing else it is a touch of that client to remind them of you. I would probably focus on some small ancillary product, dental, cancer etc.