FFL Rekindled Boot Camp

Your book of business is one of your most valuable assets as a life insurance broker. Every policy represents:

• Future renewals
• Referral opportunities
• Client relationships
• Long-term income

If you don't track your clients properly, you lose control of your book.

What happens when you don't track

• Policies lapse because no one follows up
• Clients forget what they bought and cancel
• Another agent steps in and replaces you
• Missed opportunities for additional coverage
• Lost referrals

What tracking gives you

• Early warning signs before a policy lapses
• Stronger relationships and trust
• More referrals from satisfied clients
• More sales without buying more leads
• A stable, predictable business

Selling the policy is only the beginning. Servicing it is what builds your career.

Every client record must be complete. Accurate information is what allows you to prevent problems before they happen.

Required client information

Identity & contact

• Full name
• Date of birth
• Address
• Phone number
• Email
• Preferred contact method
• Best time to reach

Policy details

• Carrier name
• Policy type (whole life, term, graded, etc.)
• Face amount
• Monthly premium
• Policy number
• Effective date
• Underwriting type (immediate or waiting period)
• Beneficiary name and relationship

Billing details

• Payment method
• Draft date
• Income timing (social security, paycheck, etc.)

Relationship notes

• Why the client bought coverage
• Any affordability concerns
• Family members involved in decision
• Potential referral opportunities

Accurate data allows you to provide real service instead of guessing.

The first month is when most cancellations happen. Staying present during this period prevents buyer's remorse.

Day 0 — Immediately after the sale

• Save the client in the CRM with full policy details
• Confirm contact information
• Send a quick message with your name and number

Day 1–2 — Welcome call

Purpose: make sure the client feels confident in their decision.

Conversation points:

• Confirm who the policy protects
• Confirm draft amount and date
• Answer any questions
• Remind them they can call you directly

Day 7–10 — Draft check

• Confirm the first payment went through
• If it didn't, fix it immediately

Day 20–30 — Policy confirmation

• Confirm they received their paperwork
• Verify beneficiary
• Answer questions

This process prevents confusion and builds trust early.

Maintaining your book is about staying present without being intrusive.

Risk signals to watch for

• Client mentions money is tight
• Draft date doesn't align with income
• Bank account changes
• Confusion about policy benefits
• Health changes
• Major life events

Retention touchpoints

Each client should hear from you periodically:

• Welcome call (first week)
• Draft check (first month)
• Policy confirmation (first month)
• Mid-year check-in
• Annual review

Annual review purpose

• Confirm coverage still fits their needs
• Verify beneficiary
• Check affordability
• Update contact information
• Offer additional protection if needed

Regular contact prevents policies from becoming "forgotten."

Your clients will continue to receive calls from other agents. Staying present ensures you remain their trusted advisor.

Positioning yourself as their agent

Clients should always feel:

• They have someone to call
• Someone is watching out for them
• Someone will explain changes

Preventing replacements

• Stay responsive
• Provide clear answers
• Encourage clients to call you before making changes
• Review coverage regularly

Referral opportunities

Clients are most likely to refer when:

• They feel relief after buying
• You solved a problem
• You followed up
• They trust you

Simple referral approach:

"Who else would you want protected the same way?"

Long-term mindset

A well-managed book produces:

• Renewals
• Referrals
• Policy upgrades
• Consistent income

The goal isn't just to sell policies. The goal is to build relationships that last for years.