Testimonials can be a very effective sales tool. Very few things appeal to prospects better than a list of happy customers—people so happy they’re willing to go on the record to recommend you. Of course, the more testimonials you have, the stronger your social proof will be—and you can’t leave that up to chance.

If you’re considering expanding your insurance practice to include new products, there are a few questions you should ask yourself first. Here are a few ways to determine whether expanding would be a good business decision.