Congratulations! You sold a policy. And that’s nothing to sneeze at. After all, you’re an insurance agent. But remember that getting a client isn’t the same as keeping one. Which means that today’s sale was only the beginning of what could be a beautiful client relationship. These tips will help you make sure it’s a lasting one.

Stay in touch.

Check in from time to time to see how your clients are doing and whether their needs may have changed, and to apprise them of important industry trends or developments that may affect them.

Never stop learning.

The better your industry skills and knowledge, the more you can do for your client. Proactively use what you learn to advise and help your clients.

Put others first.

Help your clients even when it seems there’s nothing in it for you. Not only is it the right thing to do, but it’s also great for your professional reputation – so there actually is something in it for you.

Form a partnership.

Never push products and services on your clients. Meet their individual needs by finding what’s truly best for them.

Keep your promises.

Do what you say you’ll do. Honor deadlines. Don’t make excuses.

Train your team.

No matter how great your relationship with a client, it takes a village to keep it healthy and strong. One ugly interaction between that client and someone in your office could spell the death of the relationship.

Swallow your pride.

Listen to client feedback, even when it’s negative. You might learn something that will result in a lot more positive feedback down the road.

Say “Thank you.”

Say it with a phone call. Say it with a handwritten note. Say it with an email. Just say it. Repeatedly.

Former retail giant Katherine Barchetti said, “Make a customer, not a sale.” If you follow these tips, there’s no reason why you can’t do both.

How does your agency build client relationships? Tell us in the comment section.