I was a member of the MDRT for several years in the 90s. Many of those dormant clients should be revised, several are large. One just died last Feb with a cash value of $2.6 million. Back then my specialty was 'Executive Benefits.' Now its Retirement Planning.
My younger wife is a mortgage banker with US Bank who has a database of 530 past and pesent clients and associated persons who receive a newletter every week. She's ready to retire and those could then be offered retirement help. As a member of a younger, progressive agency, I can still steer several new accounts to that agency. Two large cases are pending now with combined commissions totalling $30,000.