Lunch your VIP’S

While speaking to a group of insurance advisers, I asked, ‘What do you do to stay in touch with your clients?’ One told me he regularly takes his top clients out to lunch. Never once during the lunch does he bring up business. Yet, he said, ‘Universally, they will.

They will either tell me of a need they have or give me a very good referral.’ When was the last time you took a client out to lunch?