Filed Under:Your Practice, Sales Marketing

Calling On Orphan Leads

Insurance and financial services companies are doing a smart thing: They are reaching out to their "orphan" clients more aggressively than ever. Any person who has a policy or financial product with a company is being actively pursued to create a new relationship with a new advisor.

This makes a lot of sense. It doesn't take expensive research to figure out that someone who bought from you before is (hopefully) in a favorable frame of mind about you. In addition, the do-not-call law allows us to call people who are current with their premiums. It is a lot easier to call an orphaned client than to find a new one.

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Nichole Morford

Nichole Morford
Managing Editor

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