Generate Automatic Insurance Referrals… With Outstanding Customer Service!
How to get automatic insurance referrals from your clients, friends, and family is of the most important subjects I will ever talk to you about. Because referrals from your clients are what makes the difference between being just an average producer and being a top producer in our industry. Why? It is quite simple! If you do not take excellent care of your existing clients, then they will find someone else who will… Your Competition! So you need a program to generate referred leads and repeat sales!
Why do you think corporate profits have slowed for so many businesses in the past decade? It is because they do not place a high enough value on client retention!
Most businesses focus all of their time, energy, and money on one thing… Getting New Customers In The Door! But once they get a new client, then they spend very little time or money on keeping that client happy! Which Is A Huge Mistake!
Do you know it is five times more expensive to market to someone who does not know you? Verses marketing to someone who does know and trusts you… your clients?
Have you ever thought about where your long-term profits will come from? Will it be from just new clients? Or will it be from repeat sales from your existing client base? And then growing your sales through insurance referrals from your clients and repeat sales?
I think the answer is pretty obvious. Yet most agents do the exact opposite. They spend the majority of their time trying to convince strangers to do business with them. While they completely ignore their most valuable asset… their clients!
Dan Sullivan, a top success coach created a set of four habits salespeople need to practice. That’s assuming they want to keep their existing clients. So they can get automatic insurance referrals and repeat sales from their clients, friends, and family.
Here Are Dan Sullivan’s Four Refer-ability Habits:
1. Show Up On Time…
How often do most agents show up late, forget to return calls, or keep their clients waiting? Doesn’t this create a feeling of resentment, because it makes clients feel like you don’t respect or value their time?
Don’t make this mistake – always return calls. And always show up to all appointments and seminars on time.
2. Do What You Say…
How many agents promise you the world before they have your money? Then fall far short of providing the service they promised after they have your money?
This may get a company the sale once. But no client will ever buy from them again (repeat sales) lor give them insurance referrals… Since they didn’t do what they promised.
3. Finish What You Start…
Builders and contractors are notorious for not finishing what they start. All of us have experienced entering into an agreement with a service provider who does half the work. And then stops for one reason or another and never completes the job.
Make sure you finish what you start with all of your clients. Don’t make the mistake of only focusing on signing up new clients… Without also completing the service for your existing clients.
Remember, you want your existing clients to renew with you next year, make repeat sales, and send you insurance referrals.
4. Say Please And Thank You…
When was the last time a service provider said “please” and “thank you” and genuinely meant it? You must show appreciation for your clients because they are the lifeblood of your business. So make sure you treat them like gold!
Sullivan’s Four Refer ability Habits sound deceptively simple, don’t they? The problem is not 1 in 100 businesses actually practice these four simple skills consistently so they get very few insurance referrals from the clients and repeat sales.
Here are two additional habits that I feel are necessary for you to generate automatic insurance referrals and repeat sales:
5. Under-promise And Over-deliver…
However, most agents do the exact opposite of this. They promise you the world, and automatically set their clients up for disappointment.
Always promise your clients less than what you think you can accomplish. This way, when your results are better than expected, they think you walk on water. And they end up referring and renewing with you.
On the other hand, if you promise you’ll get your clients a consistent 25% return on their investment… Then you are bound to disappoint them! This means the client will give you a referral or renew with you. Additionally, they will tell, at least, 5-10 of their friends not to use your services.
Don’t make this mistake – instead under-promise and over-deliver.
6. Bond With Your Clients…
Most agents don’t have any idea how to “bond” with their clients. They feel business relationships should be treated differently than personal relationships.
They Are Dead Wrong! People are people, and they enjoy the emotions of love, respect, friendship, closeness, honesty, integrity, recognition, etc… Regardless of whether the relationship is business or personal.
Do not try to fight this. Instead, look at all of your clients as friends, and treat them that way. Send them written correspondence once a month to keep in touch with them. I love using a monthly newsletter for this! Send them unexpected gifts (like books, audiotapes, brownies) to let them know how much you appreciate them.
Admit when you are wrong! Instead of arguing send them an apology letter or a gift.
Recognize them in your newsletter and let them know they are special. Also, make personal calls to your best clients to see how they are doing.
Practice These Six Refer-Ability Habits Over The Next 90 Days To Get Automatic Insurance Referrals!
If you consistently practice these six Refer-ability Habits over the next 90 days and are really helping people... Then you will quickly see a dramatic change in your business. Your business will start to flow to you almost automatically without you having to push so hard for it. You will get more and larger repeat sales! Then in a very short time, you will start to generate automatic insurance referrals because your clients will start telling their friends and family about how great you are. And how much you have helped them. So you will get referrals from your clients without you ever asking.
You will also begin to enjoy your business and your clients more. Because it will start to feel more like fun… Instead of work.
Also, make sure you constantly listen to your clients. Listen to what they like and what they do not like. Ask them why they bought from you. Then ask how else you can help them. What other products and services you can provide for them, etc? Your clients have all the answers… When you listen to them!
“Give your clients what they want, and then give them a little bit more!”
Would you like a referred lead program to learn:
- A step-by-step foolproof track to follow to consistently generate automatic insurance referrals from your clients?
- Then how to set yourself apart. So, your clients will refer you to everyone they know!
- Next how to talk about referrals with your clients… Without you sounding pushy or needy.
- Finally, how to properly set up Joint Ventures. So you cash in on even more client referrals.
Take the next step… Click Here to learn about our Dynamite Referred Lead System™ – referred lead program!
Would you like all of your clients to give you a referral to the people they know… Then make yourself referable and use our referred lead program!
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“Thank You. I greatly appreciate your efforts and all you do to promote the well being of America and Americans. You are a hero that many look up to. I just received the ‘Dynamite Referred Lead System’ I ordered (for 20 for my best agents) online at www.insuranceproshop.com. It is truly something every agent, broker, and financial pro should have; including every sales person whatever their sales agenda be. In my next article “The Secret to making New Years Resolutions come true – Yours & Others,” I will recommend all sales people add to their New Years Resolution list – Get a copy of The ‘Dynamite Referred Lead System’ – it will help your New Years Resolutions come true. ” Paul Cross, IL, Founder of the Annuity National Brokerage Corp. (30+ years in the business)
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When will you get the best training for insurance agents… along with the referred lead program that you need to get Automatic Insurance Referrals from your clients?
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