From Me to We for Referrals

March, 2015

How did you feel the last time someone asked you for a referral? The last time you asked a customer for a referral was it an "automatic" question or did you actually take the time to position your request? Did you worry that the customer was thinking: "It's all about him, what about me?"

If your customer has had a good experience (you asked, right?) try losing the standard this-is-how-you-can-help-me question. Try saying "Who do you know that we can help, someone that might be in the same situation you were?" Notice how the focus changes from you to their friend or neighbor. It now becomes an opportunity rather than an unpleasant chore - for both of you.

Helping others,

Dave Ferguson

Insurance Tip:

People who didn't have qualifying health insurance in 2014 are beginning to see the tax penalty they must pay, and this time next year they'll see an even bigger penalty. CMS just announced a special enrollment period for those folks. March 15 - April 30 they will have the opportunity to enroll in a plan. Your tax preparer friends might not be aware of this special opportunity, one that could benefit their clients. Let them know about it. If you know someone who needs expert help understanding the options, have them call me at 847-502-2663. There's no cost or obligation. They can also visit my website.