Scroll down for a discussion on Referrals within the Life Insurance Forum.
Originally Posted by Death Cab For Tootie
Certainly not. But hey, you're gonna bring down the entire profession regardless by proactively asking for referrals anyway, ...
Certainly not. But hey, you're gonna bring down the entire profession regardless by proactively asking for referrals anyway, so you might as well kidnap them and force them to dial F&F directly from their address book.
So share with us what you do. What works for you? How can you say we will bring the entire profession down? If the most successful agents in the country run their business off of referrals, how can you argue with that? How do you sell insurance? Over the phone? Do you know your clients? Or are you just buying leads?
So share with us what you do. What works for you? How can you say we will bring the entire profession down? If the most successful agents in the country run their business off of referrals, how can you argue with that? How do you sell insurance? Over the phone? Do you know your clients? Or are you just buying leads?
ALH - I keep forgetting that sarcasm doesn't always come through on message boards, especially when you're the new kid on the block. Sorry for the confusion.
I was referring to other posters on this thread who feel techniques that you and I use are "unprofessional" and "obtrusive". I guess I am interested in pleasurable results rather than pleasurable activities. I have never received a referral when I ask "Do you know anybody I can help?" Frankly, that is too broad a question. When I am able to drill down, to jog a client's memory, more names come out. My client always has the option of opting out of calling someone on the list. I would never contact a person on the list unless I had permission from the client. This approach has been far more effective for me. And in the end, isn't that what asking for (and getting) referrals is all about?
Well, I tried posting this earlier, but I guess it got deleted: I forget sometimes sarcasm doesn't come through well on message boards. I was referring to the opinion of some posters that our referral approach is "unprofessional" or "obtrusive". I've never had a client complain, and they are always willing to help. I have never had success getting referrals by asking "Do you know anybody I can help?". When I can dig deeper, I get their brain going and thus, get more ideas from them. I always give them the option of opting out of me calling any name on the list. If I don't get any names, or they're unwilling to give the time to disucss referrals, no sweat. They're still a client, I have other ways of prospecting, and I'm not one to hold grudges. Some will, some won't, so what. NEXT!
I would never ask someone "Who do you know that wants to buy life insurance?" That will never work!!! My goal is simply to get out there and meet some new folks. Selling them a policy isn't the goal. I just want a chance to sit down with them and share what I do. You can develop relationships over time. You will even find some business by doing this. This is what the big boys do so that's why I agree with it. It's effective too. If you're buying leads online, then heck no, they will not give you any referrals until you've earned the right. But as agents, we can't sit there and say that asking for referrals is wrong. That's a joke. How can successful agents build a million dollar business off of referrals? Their clients and folks they meet see them as professionals that have value. If you work referrals the right way, you will never complain about not having people to speak to.
I have been reading the posts on this site for a few months now and until now, have not wanted to post. I feel after reading this post many of the replies to the Original posters question were very ignorant.
First off, The statistics are 20% of our clients will NEVER give you referrals, 20% Will ALWAYS give you referrals and 60% would give referrals if asked!!!!
So why would you not ask in this untapped market?
The next question is, how do you ask for them and actually receive them?
Well have you ever heard of Bill Cates? He has a process to follow that really works!! I've tried it and teach all of my new agents the process he follows to get referrals. He tailors the script specifically to the Financial Professionals industry. Go to his website and sign up for his free newsletter.
This approach is the way we need to approach getting referrals. Why NOT? They are the life blood of our business and any veterans business out there.
Well i don't ask my clients to give me referral, if you treat your clients right they will surely refer you to their friends or relatives well this always works for me, like frnaz kafka I often send gifts to my special clients when they have an event, happening or special occasion.
to choose from
"Toot Toot" (Wave! There goes the boat you are missing)
You are really missing the boat on this one. I give you a challenge, for 2 weeks, ask everyone that you provided value to to introduce you to people who they know who need help. Measure your results, and repeat.
I ask for referrals at every appointment. I get some about half the time. Sometimes it's 10..half the time it's none. There isn't any special language that I use, but just the volume of asking every time makes it so I'm rarely short on people to call. Just make it a point to ask every time, and you won't be struggling for names.
Anyone got language they use to get referrals that has worked very well? Also, how do you manage the inital person to call the referrals they are giving you, so that its not a cold call.
If you dont ask for referrals every time, consistently you are missing the boat. They will never be more receptive than when they just trusted you their life and handed you a check.
We have had great luck over 80% getting referrals! Its funny last year in key west i ran into the manager that trained us to get referrals. we laughed about the old processes we used that never change.
Its 3 simple questions...but the concept is more than i want to type...sorry its late send me an email at stef.dog1@yahoo.com and i will send it to you
I ask the client a couple of questions to jog their brain.
Which was the last business you encountered that gave you tremendous service?
If you had an emergency and I needed to contact someone at your office, who would I call?
If your spouse threw you a suprise party, who would be the five people they would invite automatically?
There are many others, but you get the idea - the more specific you can be, the greater the opportunity to get names. Once I've generated a list of 20 names, I ask the client "Is there anybody on this list you woudn't want me to talk to?" Once the client scratches off names, I then ask "OK, Mr/Mrs Client, there are three ways we can approach this list:
You call ahead, we coordinate a time for the three of us to get together over coffee or lunch.
You call ahead, let them know we're working together, and ask they take my call.
I get permission from you to use your name when calling to set an appointment.
The client then runs down the list and picks one of the three choices for every name. If it's a bunch of 3's, I'm hammering the list ASAP to get them out of the way. If it's a bunch of 1's and 2's, I am giving the client a copy of the list then coordinating a time to regroup and see how my client's calls went.
With this approach, I realize I'm taking the client a bit out of their comfort zone. This way, the client feels a bit in control by deciding when and how the referral list is to be contacted. I don't care how I get a hold of the referred person, as long as I'm able to!
Thanks, I tweaked that language to make it my own and used it on a client review this morning very successfully. I got one lunch introduction set and six more introductions with a note from the nominator introducing me.
I always tell my clients that they will enjoy working with me. When I get done with the appointment I just ask them, did you like meeting with me today? Do you like the company that I respresent? Do you like the product that we picked out?
They always say yes to all three questions.
Then I am just honest with them. I tell them that I really enjoyed helping them with their needs and that I would be more than happy to have more clients JUST LIKE THEM.
Then I ask them if they know more people like themselves, not sorting people out by money, occupation etc, but just by who their friends are. Chances are more often than not that their closest friends are in that same financial circle.
Anyway, I coax them along by telling them that I am trying to expand my client base and I would prefer to take on clients JUST LIKE THEM that I would enjoy working with.
People usually give me 2-3 referrals.
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I am proud to have voted for Ron Paul.
I've just been asking them for their help. I let them know I've been hesitant to ask for introductions in the past since I didn't want to put them in an uncomfortable situation, but I've come up with a simple process that's non-threatening to them and anyone they would refer to me. "Would you be open to at least hearing my process?"
I've just been asking them for their help. I let them know I've been hesitant to ask for introductions in the past since I didn't want to put them in an uncomfortable situation, but I've come up with a simple process that's non-threatening to them and anyone they would refer to me. "Would you be open to at least hearing my process?"
Awesome. Just be sure to ask some disturbing questions when you do get in front of the referred prospect!
Re: Referrals
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