Go for full-service clients upfront 

I recall vividly one of the keys to success for legendary State Farm sales leader Cosmos Conte, and I often advocate it to my clients.  At the very first meeting Cosmos told a new auto or homeowner customer that he wanted to be their insurance man for everything.  He expected them to become full service clients. No ifs, ands, or buts.  And you know what?  Most did. 

---Frank J. Herberg, CPCU, Agency Development Coach