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.
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.
This is probably not the answer you're looking for but I don't ask for referrals. For me sending gift works and I only do that for my "A" clients - "responsible" business owners and professionals (doesn't have to be super higher net). Taking them to nice restaurants is a pure waste of money (based on my experience) but "thoughtful" gifts work great; e.g. flowers when I learn they just had an outpatient surgery, a little gift when one of their kids graduates from high school, organic health food for a particular condition they may have etc. (Cost is minimal but keeping track of little events in their life is a PITA especially if you don't have a staff). However once they get em they send "worthy" referrals to me without me asking.
This does NOT work with wage earners because 1. I don't really want their peers and 2. they just want more and more without giving anything back like spoiled little kids.
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.
Ask your client to call the referral and introduce you over the phone. You can say something to the effect of:
"Would you please call your brother and introduce me?"
You will be surprised at how well this works!
I hope this helps..............
------------------------------------ Direct 1-866.417.9580 X 109 mail@ngfgllc.com
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!
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!
If you asked me to do this, I'd never call you again.....I agree with Frank's approach. I usually put this line in my e-mail: "As always, your business and referrals are important and appreciated, and we thank you for the opportunity to be of service."
I think a lot of you are really missing the boat by not asking for referrals. I don't think we should put a footnote on correspondence. That's like being afraid to ask for referrals. You obviously want them. If you didn't, you wouldn't include that on correspondence. It seems like you need to come up with the right way to ask for referrals. Are you providing value to your clients? Do you believe in the service you are selling them? Do you think their friends, families and co-workers can benefit from knowing you? It' not all about the immediate sale in my opinion. Maybe you can't ask for referrals because you don't have a relationship with the client. Are you buying your leads? If that's the case, then heck no they won't give you anyone else to speak with. You can't ask clients if they know anyone who wants to buy life insurance. They will 98% of the time say no. Many MDRT members never buy leads. I'm not a MDRT member but I do look at the way many of them have built their successful practices. Referrals play a big part in all of their businesses. Do you guys agree that maybe we need to work on this part of our business?
Last edited by AtlantaLife&Health : 07-06-2009 at 04:50 PM.
Reason: Puncutation error on my part
I think a lot of you are really missing the boat by not asking for referrals. I don't think we should put a footnote on correspondence. That's like being afraid to ask for referrals. You obviously want them. If you didn't, you wouldn't include that on correspondence. It seems like you need to come up with the right way to ask for referrals. Are you providing value to your clients? Do you believe in the service you are selling them? Do you think their friends, families and co-workers can benefit from knowing you? It' not all about the immediate sale in my opinion. Maybe you can't ask for referrals because you don't have a relationship with the client. Are you buying your leads? If that's the case, then heck no they won't give you anyone else to speak with. You can't ask clients if they know anyone who wants to buy life insurance. They will 98% of the time say no. Many MDRT members never buy leads. I'm not a MDRT member but I do look at the way many of them have built their successful practices. Referrals play a big part in all of their businesses. Do you guys agree that maybe we need to work on this part of our business?
You can be overbearing and get what you want, but you might lose your original client in the process. Similarly, you can be overbearing and cram an app and medical exam from the company that pays you the most down a prospect's throat until they say ok, but you're doing them a dis-service by doing so.
In my opinion, there's a right way to do things and a wrong way to do things, and being pushy is not the way to go.
I think a lot of you are really missing the boat by not asking for referrals. I don't think we should put a footnote on correspondence. That's like being afraid to ask for referrals.
I stopped being "afraid" of asking people for anything a long time ago. I do it that way because it is the polite way and because I have "earned" their trust. Being pushy and obnoxious never gets one anywhere in life.
As dgoldenz said, [COLOR=Blue]"In my opinion, there's a right way to do things and a wrong way to do things, and being pushy is not the way to go."
[COLOR=Black]You would do well to heed his advice. Agents who use those tactics are the ones who make it more difficult for the rest of us.
You don't work for Bankers Life by any chance do you?
[/COLOR][/COLOR]
If you asked me to do this, I'd never call you again.....I agree with Frank's approach. I usually put this line in my e-mail: "As always, your business and referrals are important and appreciated, and we thank you for the opportunity to be of service."
Simple, yet effective without being overbearing.
Seems to me that if you were offended by my approach, you wouldn't be my client to begin with. I am blunt, and I realize not everybody responds to my approach. My specific market (business owners, attorneys, corporate sales reps) seem to respond to how I approach them. In my experience, my clients are happy to help me expand my practice. Because ultimately, they want to work with someone who is successful. If a client does get offended by me asking this way, and they cease to continue to be a client, I'm ok with that. I never have to worry about filling my pipeline so if I lose someone here and there, no biggie.
[COLOR=Red]Seems to me that if you were offended by my approach, you wouldn't be my client to begin with. [/COLOR] I am blunt, and I realize not everybody responds to my approach. My specific market (business owners, attorneys, corporate sales reps) seem to respond to how I approach them. In my experience, my clients are happy to help me expand my practice. Because ultimately, they want to work with someone who is successful. If a client does get offended by me asking this way, and they cease to continue to be a client, I'm ok with that. I never have to worry about filling my pipeline so if I lose someone here and there, no biggie.
You're right, I wouldn't be your client in the first place....and if I had given you the time of day by meeting with you in person, I'd be angry that you imposed on me. If you ask me, it's disrespectful to "demand" clients to write down referrals for you. This is the type of practice that makes it difficult for agents because consumers perceive every insurance agent as overbearing and don't want to talk to you because they feel you're going to push something on them.
You're right, I wouldn't be your client in the first place....and if I had given you the time of day by meeting with you in person, I'd be angry that you imposed on me. If you ask me, it's disrespectful to "demand" clients to write down referrals for you. This is the type of practice that makes it difficult for agents because consumers perceive every insurance agent as overbearing and don't want to talk to you because they feel you're going to push something on them.
You're right, I wouldn't be your client in the first place....and if I had given you the time of day by meeting with you in person, I'd be angry that you imposed on me. If you ask me, it's disrespectful to "demand" clients to write down referrals for you. This is the type of practice that makes it difficult for agents because consumers perceive every insurance agent as overbearing and don't want to talk to you because they feel you're going to push something on them.
Who said anything about "demanding" referrals? I guess I should clarify: when I originally meet with a prospect, I ask them what their expectations are of me. Likewise, I let them know that, if they are happy with the work I've done for them, I will ask at a later date to discuss others they know that they would be willing to introduce me to (among other expectations I have of them).
When we are at the referral point of our relationship (usually 4-5 meetings in), I will call and ask if they would have any objection to discussing others in their life. If they're not comfortable, that's ok. I don't press the issue. Like I mentioned, I am perfectly capable of prospecting in other ways. If they are ok with it, I come to the meeting equiped with names I've uncovered throughout our meetings, along with some of the qualitative questions I listed below. Like I mentioned in my original post, I give them the option crossing any or all names off the list. I give them the option of how to approach the remaining names. I have had clients cross several names off a list, but are more than willing to work with me on the remaining names.
I guess I'm struggling with your referral approach. Do you have clients who don't want to see you succeed? Are your clients not willing to help you further your practice? I have never had a client object to discussing potential referral opportunities. The key, in my opinion, is being persistent without being pushy, and setting the expectation early on.
I know, no one said anything about "demanding" referrals. We would never do that. That would be insane. How about something along the lines of : "I'm glad that I was able to help you protect your family. Now, there are many folks out here that are uninsured or under insured. You may know some folks like this. I'd appreciate if you were able to introduce me to some of your friends, family members and coworkers so that I can call them up and let them know what I do over at "Company Name". I'm not going to try to sell them anything. Maybe meet them for a cup of coffee if possible and share with them who I am and what I do. If they want more info fine, if not, they'll never speak to me again unless they call me. In order for me to continue to be successful, I need to meet more people than I currently know. Who do you know that I can get out there and shake hands with?
I just ran that off the top of my head. I don't think I sound pushy. Do I?
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.
I tell the prospect in my initial meeting the ways that I get compensated, if they decide to buy a product to solve a problem or meet an objective, and i can provide that product at a competitive price I get the business. In addition, and just as important, if I do what I say I will do and you feel I have helped you then you agree to help me meet other people that might need the same type of help. If they don't agree with how I am compensated I don't work with them. Very easy to get referrals after that, they agreed upfront.
I call my clients twice a year minimum. On their birthday and 5 months after that (a month before their "insurance birthday") I ask if they have any questions, if they need any help, etc. and then ask them if they know of anyone else that they can think of that might need my help.
I call my clients twice a year minimum. On their birthday and 5 months after that (a month before their "insurance birthday") I ask if they have any questions, if they need any help, etc. and then ask them if they know of anyone else that they can think of that might need my help.
That sounds like a very professional way of doing it.
You are confirming in their mind that you are there whenever they need help and then asking if they know anyone else who may also need help with their insurance.
I also want to add that when I finish doing work with them the first time, I actually tell them that I will be calling them at these preset times and tell them exactly what I will be calling for...to see if they have questions/need help and if they know of anyone else who might.
Referrals
Linear Mode
