Most agents are sitting on a book of business they never go back to.

In this episode, Joanna and Laura pick up last week's conversation and get specific: How do you call a client you enrolled years ago and offer them something new without feeling like a product pusher?

The answer starts before the sale. Laura walks through how she sets the expectation at the very first meeting: she's not there to sell a plan, she's there for the whole person. That framing is what makes the second, third, and fifth conversation possible years later.

They cover:

• Why the relationship has to start at the seminar table, not at renewal

• Getting your phone number into the client's phone before they ever need you

• How to read a client's medication list as a roadmap to coverage gaps

• Painting the picture: what recovery actually looks like after a stroke, and why family isn't a plan

• Using real client stories instead of product pitches
• Getting a benefit into the client's hands fast so they never second-guess the decision
• Tagging and organizing your book so you know exactly who to call next
• Why the no-shows on your seminar list are still leads you paid for
• The mindset shift: you're an entrepreneur offering solutions, not a salesperson pushing product
• Where life insurance and annuities fit for agents feeling squeezed on Medicare commissions

Laura's core argument: if you don't offer it, nobody will. And the client pays for that silence later.
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Guest: Laura Winningham
Host: Joanna Wyckoff & Kathe Kline
Insurance Business Babes is owned by Cmed LLC.