Always Express Your Gratitude
Continuously thank your customers for their business. They deserve it. Your clients will appreciate a quick email, a token gift, or a card of appreciation. It doesn't have to be a big gift, but it really needs to show how much you value your client.
The added benefit of showing your customers your appreciation is it makes asking for referrals much easier. They will certainly be much more forthcoming recommending you to friends and family. When those referrals come to you, it's a good idea to once again thank your client. They’ll appreciate it, and it will show that it's not just a “you scratch my back and I'll scratch yours” situation.
You should also remind your clients of just how important you are to their financial security and safety. It’s common for clients to question the value of the insurance they're paying for. It’s your job to continue to remind them why the service you are providing them is so important and how it could help them in the future. It’s what will keep your client with you over the long-term.