- 2,960
Do you ask for referrals at the time of sale or a follow up? And how do you word it?
Do you ask for referrals at the time of sale or a follow up? And how do you word it?
- 26,147
No truer words. I have to believe every agent has tens of thousands of dollars sitting in their filing cabinet. They leave it there long enough I will find it.
It is a process. Starting with the point of sale. I deliver all policies and sell using a Needs analysis approach. So I give them a little homework between sale and delivery that creates a desire....YES desire for them to refer friends and family. .......It is a particular process I have used for most of my career and have successfully trained other agents to do.
Think of the difference between an agent that has delivered a death benefit claim and one that has not. The experience of that death claim on one of the clients you have sold actually helps you be a better salesperson. One with conviction. That Conviction is the same attitude you must have when asking for referrals.
- 2,960
Thanks for the help, sir!
I never ask for referrals right away. It comes off cheesy and unprofessional. Your clients become lifelines and important blood vessels to your business so that it continues to pump out new clients. You just have to ask for them at the correct time and proper way.
Delivering the policy and then following up with questions with a review is the time to possibly ask for referrals. The good agents, like myself, have taught agents to sell the correct way and those referrals will come naturally. Those come naturally when you have helped your prospect with the correct coverage along with building trust and showing you have a passion in helping your clients. I saved a guy 1200/yr on a 20 pay policy that he will have paid up before retirement where he was paying on a whole life product. I got 3 calls from him in the last couple months. 2 ended up being sales, the other I referred him to another agent for Major med.
Delivering the policy and then following up with questions with a review is the time to possibly ask for referrals. The good agents, like myself, have taught agents to sell the correct way and those referrals will come naturally. Those come naturally when you have helped your prospect with the correct coverage along with building trust and showing you have a passion in helping your clients. I saved a guy 1200/yr on a 20 pay policy that he will have paid up before retirement where he was paying on a whole life product. I got 3 calls from him in the last couple months. 2 ended up being sales, the other I referred him to another agent for Major med.
- 26,147
That is my experience also. I do not need to buy leads however because I sell life insurance. Not just term or Fe or UL. Example: I delivered a couple term policies yesterday both sets of parents are now prospects as well as their brothers and sisters. They were referred to me by a co worker that is a client that is married to the son of a client who's ex husband is a client. And the beat goes on.
My sale yesterday is the brother of the guy I wrote Thursday the new husband of a client I wrote 15 years ago for the first time and the son of the a lady I wrote last year I have around twelve other policies related to this family. And am picking up three LBL ULs from their son to review. Once I write them I will start on his wife's family. And the beat goes on.
If an agent works their book well enough their phone will ring every week with people wanting to buy. Asking to please sell them. Sounds like bull I know, but that is my personal experience.
- 2,960
Awesome advice. Thanks, guys!
- Thread starter
- #38
Your so bright and professional. Keep up the.good work!
I think you meant to say, "you're"...as in "you are".
People do it all the time, not a huge deal. Just don't want you to make that mistake to a client, and look foolish.
We gotta look after each other in this business!
Rick loves y'all.
- Thread starter
- #40
I think you meant to say, "you're"...as in "you are".
People do it all the time, not a huge deal. Just don't want you to make that mistake to a client, and look foolish.
We gotta look after each other in this business!
Rick loves y'all.
Yes I know the difference. Was always a math guy though. I just type fast on my phone and don't proofread....clearly
Similar threads
