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Insurance customers have a lot of choices these days. From larger insurance companies to local independent agents, there are plenty of companies trying to get their business—and if you want to win, it’s your job to cut through the noise. One of the ways you can do that is through effective follow-up.

Even among agencies that invest heavily in sales and marketing, follow-up is one of the areas where few excel. But it can be an extremely effective sales tool. Here are a few sales tips for insurance agents on mastering the art of the follow-up.

Always thank them. Thank-you notes are an ideal follow-up method, because they keep you top-of-mind and remind your customer about you. Once you’ve spoken with a customer, provided a quote, or had another introductory interaction, send them a quick thank-you note for meeting with you. The note can be anything from a hand-written card to an email or private message via social media, depending on the nature of your introductory interaction, your comfort with various forms of contact, and the demographic your customer is in.

Provide value on every interaction. It’s always a good idea to make sure every connection you have with your customer is of value to them. Check in periodically with your customer to remind them of the conversation they had with you—and the ways you suggested they save money on their insurance coverage. Get in touch with suggestions, with offers of bundled services, or with further information based on questions they had. This will keep you top-of-mind, solidify your reputation as an expert in your field, and build trust—because you reliably put your customer’s interests first.

Have a plan. If you leave your follow-up efforts to chance, you’re less likely to do it on a regular basis. It’s best to set up a specific strategy for follow-up: fill out a thank-you note with specific comments about your conversation immediately after that conversation takes place, and schedule it to go to the customer within a few days or a week. Have a regular schedule, system, and set emails, postcards, or other forms of communication on a calendar to go out to your customers regularly. You could do this through personalized communication or through a newsletter, postcard, or other tactics—try a few and see which generates the best response.

Following up may not generate a lot of response at first. But it’s sure to build your reputation and your customer base over the long run. By consistently following up with customers, you stay at the top of their minds—and when they do need insurance, you’re likely to be the first agent they think of.