Growing up as a third generation Insurance professional I heard a very common expression that seems to be almost forgotten today...
..."Referrals are the Life Blood of the insurance business".
It was certainly true in my grandfather's times, my dad's times, and it is still true in my time today. I have never met a really successful agent that did not get referrals from their clients.
I have seen many agents use several different means to ask for referrals
that I would like to share with you;
- Offer money! That's right you would be surprised how many people will think of someone else that needs some insurance when you offer them $25 for every referral they send you that buys a policy.
- Spend 5 or 10 minutes getting to know your prospective clients before you go into your presentation. Ask them general questions and listen. You would be surprised at how many people decided to buy a policy because their cousin Emma was declined, or because someone close to them died, or want it for that new grandchild they just had. That's your chance to write Emma a policy, other family that might be thinking that it could have been them in that casket, or just the proud new parents of that wonderful new grandchild!
- Make up a referral sheet like it was part of the application, and ask for however many referrals
. When you call these referrals simply tell them that you wrote Mrs. Smith a policy and she was so excited about some of the benefits to her policy she decided to use you for a referral. (See attached sheet on next page).
- At the end of your presentation ask your client if they thought you did a good job. When they say "Yes", ask if they would recommend you to a friend? When they say "Yes", then say great and ask for however many
referrals you need, or can get. (If they said "No", they probably didn't buy anyways, since people only buy from people they like.
All of these will all work; the key is to use them with every visit! If you already have something that works better for you when it comes to
referrals then that is wonderful, just please remember to ask for
referrals in some shape, form, or fashion every time without fail, and I will guarantee you to be successful!
Example Sheet:
We would like an opportunity to share our program with some of the people you know who may have a need or an interest. The people you list for us will be treated respectfully - not pushed into something they're not interested in. We'll merely show them how we can help them and if they want to become involved, they'll let us know. If we're able to help them, they'll appreciate you for getting us in contact with them. Thank you for your help
1. Name ______________________ 2. Name ______________________
Address ______________________ Address _______________________
City _______________________ __ City __________________________
Phone No. ____________________ Phone No. _____________________
Employment ___________________ Employment ___________________
No. of children ___ Approx. Age ___ No. of children ___ Approx. Age ___
3. Name ______________________ 4. Name _______________________
Address _______________________ Address ______________________
City __________________________ City __________________________
Phone No. _____________________ Phone No. ____________________
Employment ___________________ Employment ___________________
No. of children ___ Approx. Age __ No. of children ____ Approx. Age __
5. Name ______________________ 6. Name _______________________
Address ______________________ Address _______________________
City _________________________ City ___________________________
Phone No. ___________________ Phone No. ______________________
Employment ___________________ Employment __________________
No. of children ____ Approx. Age__ No. of children ____ Approx. Age ____
7. Name _______________________ 8. Name ______________________
Address ______________________ Address ________________________
City __________________________ City ___________________________
Phone No. ____________________ Phone No. _______________________
Employment __________________ Employment _____________________
No. of children __ Approx. Age__ No. of children ___ Approx. Age ___
If you have 8 interested families or friends we would like you to accept a free gift as a token of our appreciation! If anyone purchases a policy; I will pay you a $25.00 Referral Fee!
Simply fax this form back to Rosenthal Financial Services at (770)968-2657, ATTN: Matt, or mail it to us at 7179 Jonesboro Rd. Suite #202 - Morrow, GA 30260, or call Matt at (678) 630-^&%$ with the details!.
Referrals
... You'll never get ahead without them!
