I’ve worked with the same insurance agent since I started in this business. He showed up regularly, followed up, did great work—and because I’m a loyal person, I never referred anyone else. Why would I? He was consistent, reliable, and always took care of my clients.

Fast forward a few years, and a new connection enters the picture. A client of mine—who also works at the same police department as my husband—became an insurance agent. Right away, I was honest with him. I told him, “I have a guy,” and explained how important loyalty is to me. That didn’t stop him, though. He kept reaching out. He never asked for much, just a chance.

For a long time, I didn’t send him a single client. And truthfully, I knew I was taking a risk—he was local, we’d see each other around, and I didn’t want to burn any bridges. So I got creative and found a way to include him without feeling like I was cheating on my longtime agent.

We teamed up on a marketing idea—dropping off snack bins to local police, fire, and teacher departments. Each bin had both of our contact info on it. The agreement was simple: if someone from those bins reached out and I spoke with them first, I’d send them his way. It was a win-win.

Still, he never gave up on trying to earn our business. He stayed consistent, stayed in touch, and kept showing up. Eventually, I threw him a bone. Then another. As of today, he probably gets the majority of my referrals. Why? Because somewhere along the way, my original agent stopped calling. He stopped coming by. The relationship we once had isn’t as strong.

I still care about him, and I’ll always appreciate what he did for me—but the reality is, I’ve built a stronger connection with someone else. Someone who kept showing up, even when the door wasn’t fully open yet.

This experience reminded me of something big: if you’re not in front of your people, someone else will be. If you're not nurturing those relationships, someone else will slide in and take your place—simply because they did the work and took the time to build the connection.

It’s not personal. It’s about presence, effort, and consistency.

Don’t take relationships for granted. Loyalty is earned… and re-earned… every day.