Where Annuities Fit When You’re Selling Up and Selling Down
February 11, 2026 by Bryce Sanders
When insurance agents need new clients, there are many ways to prospect.
One of the most attractive options is getting referrals from current clients. Current clients can do all the heavy lifting, delivering an interested prospect to your door.
Another good strategy is introductions. They put you in front of a potential prospect. You connect socially or move directly to business.
An effective third strategy is getting the clients’ parents and children to become clients. This is known as “selling up and selling down.”
Originally Posted at Think Advisor on Feb 3, 2026 by Bryce Sanders.
Categories: Industry Articles
