1) It is important to ask your clients if they know anyone else who may have a need for your services. It is helpful if you can get a testimonial letter rather than simply saying, "Bill Jones of ‘Retirement Resource Management’ sent me." Always ask your clients for permission to use them as a reference.
2) Sell more of the same. If, during your annual review, you see that your clients have the capacity to buy more of your product, suggest that they buy more. Under no circumstances, however, should you try to sell them more if they don't need it.
3) Sell them additional products or services. Again, if you see a need, offer a new products/services to your present customers. If they like your original product, they'll listen to your ideas about expanding into other products.
4) Upgrade your clients. If a client originally bought term insurance, you may be able to upgrade it to a higher priced, higher quality permanent life product.
Have an open mind as you begin each sales call.