“Strictly Sales” is written by the faculty of the Dynamics of Selling program. This month's column is from David Connolly, ARM.
YOU'VE just landed a new client. The check has cleared the bank. The battle is over, and victory is yours. Now you can settle in to the routine of delivering great service to your new client according to your agency's schedule.
Not so fast! Don't count your chickens even after the eggs have hatched. The first 30 days after a new sale is a vulnerable time for a new agent. Many newly won clients have been recaptured by former agents who never give up and are willing to say or do anything to keep a client. We call this period “shark time.” The gloves come off, and most of the gentlemanly rules of engagement go out the window. After all, the incumbent/former agent has nothing to lose.
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