- 10,276
"Keep going until you have a list of 150-200 names"
I assume he is kidding. If not...he's in the wrong business.
I assume he is kidding. If not...he's in the wrong business.
Why Not Expect 100 Referrals As a Minimum?
- Thread starter PowerPlayer
- Start date
- 15,319
Yesterday I arrived at a 2pm appointment with a 22 yr. old, single, pregnant, obese woman who was looking for health insurance. She is still in withdrawals from her addiction to various drugs.
It's now 6am and I am still at her one room apartment because she has only been able to provide me with 48 names and phone numbers. I'm sure she has many people she has met over the past 6 years since she ran away from home and I expect referrals to all of them.
I will not leave until I have 150 names. She's in tears and calling me a kidnapper but I think it's simply the emotions from being 8 months pregnant.
Wish I had learned to do this when I started in this business. I'm sure I would be much more successful.
Rick
It's now 6am and I am still at her one room apartment because she has only been able to provide me with 48 names and phone numbers. I'm sure she has many people she has met over the past 6 years since she ran away from home and I expect referrals to all of them.
I will not leave until I have 150 names. She's in tears and calling me a kidnapper but I think it's simply the emotions from being 8 months pregnant.
Wish I had learned to do this when I started in this business. I'm sure I would be much more successful.
Rick
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- 1,118
Stay the course. And remember to ask for a warm introduction to the first 65 people on the list.
- 10,276
Hang in there Rick. You'll reach 150 by January. But, you should brush up on your midwife skills, because they might be needed.
Hello my friends,
This is a continuation of the forum answer I posted about Getting Referrals.
You might want to read that first. I felt guilty leaving you all in the dark without finishing my story.
We finished off with the 2 most important things to getting referrals:You're at the table and you've just told your client not to assume who they think you should see...
- Business Development Day
- Don't Assume.
You go through a list of memory joggers writing down EVERY name they can think of. (Don't write down phone numbers and addresses because it stops the flow of their mind.)
Tell them, "We're just writing down names now. When we're done, we'll go through the list together and THEN you can tell me which names you think I should talk to and which ones I shouldn't. Is that fair? (Nod the head and smile.)
Keep going until you have a list of 150-200 names (This does not take long. Honesty, about 15 minutes. You're just writing down names as fast as you can.)
Now you want use their judgment to qualify the leads. I say this:
"Mr Jones, I'm going to go down this list and this is what I want to know. I want you to tell me who fits these characteristics:
Depending on who you're targeting, there's a lot you can ask. The secret is to become absolutely clear in your mind who you are trying to attract and ASK FOR IT.
- They're responsible and care about their family
- They earn annual income (whatever your preferred profile is).
- They have _______ children (your profile).
- They're married (or unmarried depending on your profile).
- They're between the ages of ____ and ____ (your profile).
Most insurance agents just go through life waiting for business to come to them and that's why most fail. That's why most people fail at life really. (What I mean by fail is not reach your full potential.)
They never decide EXACTLY what they want.
"What one thinks is reality is their thoughts projected outward creating a living 3d replica of ones inner most beliefs and expectations made real. To know this creates enormous power as now what can alter reality to there advantage."
~ A poster hanging in my home.
So you just went down the list putting a start next to every person that fits your profile above. Let's say you have about 50 names that you starred. Now ask them to write down the phone number and address (if you want to mail something, which i recommend.) next to all 50 names.
If the husband helps, this might take another 15 minutes. Alternatively, if you live close you can make this homework assignment and come pick up the list later.
The reason you ask for the addresses and phone numbers before the final pre-qualifying questions is because you don't want your client to say "that's enough" after they give write down 10 addresses. You might not ever get the other 40.
If time does not permit, them to write down all 50 addresses and phone numbers, then you should at least get 10 before you leave.
The final pre-qual step is to ask this: "Of these 50 people, who do you think are the top 10 that might benefit from meeting with me the most?"
After you star those 10, you need to understand the profile of those people before you call. Tell me about them. How do you know each other? Where do they work? How long have they been there. What are their passions?
All this information sets up your referral phone call which guarantees you an appointment.... 100% appointment setting ratio is pretty good, wouldn't you say?
This comes from qualifying people before you call them.
And that's my referral process....
Good luck to all,
James Blackburn
150-200 names in 15 minutes or 15 hours? Or 15 days?
What are you smoking?
Referrals are great. If someone gives me 2 or 3 good ones I owe them a steak dinner and a great big thank you...but 150-200 and their showing me the door. Probably the back door and don't let it hit you in the ass on the way out!
- 14,809
Russ, never in PowerPlayer's life did he ever have a client jot down 150 to 200 names. He's spewing horrible methods that were spewed to him by his "upline management."
The irony is his post actually exposes him as someone who has no idea what they're talking about.
The irony is his post actually exposes him as someone who has no idea what they're talking about.
I've been in this business since 1984. I've never had anyone give me 10 referrals at one time. I had a husband and wife that just bought med-supps and PDP's from me that referred me to 2 other couples. One, I just wrote. The other is a decent possibility.
I do have a few clients that refer me to others every once and a while. Good referrals that I've written.
But to expect 150-200 names? Yeah, I'll win the lottery this week too.
- 14,809
Writing 150 names in 15 minutes is a name every 6 seconds. 200 is one name every 4.5 seconds.
- 15,319
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