When I established my business, I was convinced that multi-line selling was the key to growing the company because it solved the prospecting issue. I had evolved my marketing strategies to support cross-selling, and I could acquire new customers in so many different ways: Once I had the customer and established the relationship, it was just a matter of time to work on the coverage that they had placed elsewhere or now needed as their own businesses and families grew.
In the beginning, I often took the opportunity to hand-deliver an insurance policy or even an endorsement. This became a way to set up a future time to meet and review clients' insurance needs. The customer was impressed that I delivered something in person, and was now prepared for our next meeting to discuss other coverage.
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