How to Mine Your Book With Laura Winningham

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. Subscribe for more real talk on growing your insurance business. Questions or a topic you want covered? Reach out, we read everything. Guest: Laura Winningham Host: Joanna Wyckoff & Kathe Kline  Insurance Business Babes is owned by Cmed LLC.