Why don't IMO's promote referrals?

[Rearden]

I did an interview with Claude Whitacre, who is an awesome sales trainer. He talks at lenght how he develops referrals, and is totally different than the way it's normally taught.

 

[VolAgent]

Point well taken. Other professions seem to do well with generating referral leads. It just seemed to be put on the back burner, an add-on option, in insurance sales.

Josh, how is ClickFunnels working for you. I remember when they launched on the Warrior Forum a while back.

Lots of professions have well developed lead industries and rely on them for sales. You just happen to be in insurance now and have a biased view because you're actually paying attention to what goes on in insurance.

Also, leads solve a big problem. How to get started. How can you get referrals if you don't have any clients? Leads take the place of a Project 200.

 

[Realdude]

IMOs don't promote referrals because they don't make a profit off them like they do selling leads..

That would be a sad commentary on how the IMO supports agents. Hopefully it's not the case.

the best sales are usually from referrals.

This is what I hear time and again. If the best sales are from referrals why is it not being promoted?

 

[rousemark]

I have never heard of an IMO that didn't recommend getting referrals. That would be counter-productive! Sure, some will make money on leads but in the long run, the best sales are usually from referrals.

Was just pokin'..

 

[Realdude]

I did an interview with Claude Whitacre

I watched that when you first posted it. It seems cross-referring opens a whole new discussion

 

[HoosierLife]

Point well taken. Other professions seem to do well with generating referral leads. It just seemed to be put on the back burner, an add-on option, in insurance sales.

Josh, how is ClickFunnels working for you. I remember when they launched on the Warrior Forum a while back.

It's horrible and nobody should use it!

 

[Realdude]

Sounds good, I'll start my 14 day free trial today.

 

[DayTimer]

Leads take the place of a Project 200.

And imagine how much cold knocking it would take to generate 25 leads per week.

 

[KRobby]

That would be a sad commentary on how the IMO supports agents. Hopefully it's not the case.



This is what I hear time and again. If the best sales are from referrals why is it not being promoted?

I'm sure all imo's have something to talk about when it comes to referrals. Maybe you'll have to ask. It's not promoted when they have a turnkey system in place for the independent agent. A captive company will promote the power of referrals because that's all they got. Start makin lists.

And imagine how much cold knocking it would take to generate 25 leads per week.

Ask any Jones boy, that's how they do it. (forget the actually numbers but I think it's 25 contacts a day )

 

[FinalExpenseDojo.com]

This is what I hear time and again. If the best sales are from referrals why is it not being promoted?

The honest to God truth is if you shake people down for names all you're going to get is just that...names. You'll spend a lot of time presenting to people who aren't buyers. Why not just increase your lead order and spend that time presenting to people who are actively searching for what you're selling?

If you see a lot of people & position yourself as an expert, your clients will refer you without being asked. THOSE are the kind of referrals you hear about being worth their weight in gold. Not the "names" you'll generate from a clever one liner.