Check out this graph of a Baylor University study on where marketing dollars are spent and the effectiveness of each source of new business. Are you maximizing your efforts in the most productive areas?

Staying top of mind with past clients and prospects will deliver measureable business for agents that succeed in “advocacy marketing”. Communications must be actionable, relevant, unassuming,informative and consistently delivered. The marketing must have an emotional tie and the sincerityof the message (focusing on the consumers’ needs and dreams) must be evident.The shift in perspective from “about me” to “how can I help you?” is one that all agents mustembrace and implement for long-term relationship-building and business success.