I often refer to an initial meeting with a prospective insurance client as a date. It is a time for you to evaluate the individual's own, family, or group insurance needs. Meanwhile, the prospect is trying to figure out your angle, as well as gauge your understanding of why he or she is in your office.

You must be able to establish a rapport. If you choose not to engage in a helpful fact finding conversation, the individual across the table may perceive you strictly as a salesperson. Generally, you should pick up your bags, unless there is an impulse the buy, which outweighs your actions.

The word client must not be taken lightly. Ask yourself what do you know about the individuals you call your insurance clients? If that individual would not invite to their house for a gathering of friends and family, you really do not have a strong relationship. You should receive an invitation to his or her children's weddings or graduations from college.

When you have more personal contact with your insurance clients, the more likely you can update and adjust their insurance program to reflect changes in their finances, marriages or divorces, childbirth, or retirement. Most of time, you are the only individual bringing a check, if a loved ones dies. Your job is much more important than people think. However, a sale should not be your ultimate goal; so, always aim for a lasting client relationship.

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