It’s a small world.  This is true in industries, towns, neighborhoods and even big cities.  Word gets around. People know the major players and the up-and-coming stars. They also know the people who are ethical and consider their job as a career. Hopefully this describes you and your business of providing benefits plans to businesses.

Agents and advisors often develop friendships with clients. Over the years this might have involved going out to ball games together or getting together over lunch.  Today this might include having children the same age, social media connections or having the same taste in music.

Why would these relationships develop into friendships? Because you have positioned yourself as a trusted partner, someone who provides a good product their employees like. If there are issues, you step in to resolve them quickly. The bottom line is simple: They like you and want to help you succeed.

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