Asking Clients For Referrals Is A Huge Key To Your Success Selling Insurance!
03/31/2020… Dear Friends: Are you asking clients for referrals? If not, then why aren’t you asking your clients for referrals? Referrals are a huge key to your outrageous success selling insurance!
I can’t overstate how important it is for you to ask for referrals every time you meet with your clients. Asking your clients for referrals will make your insurance prospecting much easier and will save you a lot of marketing money.
Here is how to ask clients for referrals… From our friend and coach Sandy Schussel!
Put Asking Clients For Referrals On Your Agenda
Paul, an advisor in the Midwest, expressed frustration with his efforts to grow his practice by asking clients for referrals.
“I ask them about people they know who could use my help,” he told us, “but it feels awkward, and then my clients get all awkward and put me off.”
“Who gets awkward first?” I asked him.
“Well, I guess I do,” was his response, “but it’s because I know that they’re going to be uncomfortable.”
“Did it occur to you that maybe they get uncomfortable because you’re awkward, and your discomfort triggers theirs?” I asked.
“I never considered that,” he admitted.
So, I then went through the steps Paul could use to take the discomfort out of asking clients for referrals:
Do You Have A Meeting Agenda!
Start your client meeting with an agenda. Include a discussion about friends, associates, and family members as the last agenda item. Don’t surprise clients with a sudden request to talk about this important subject at the end of an appointment. If they are going to be uncomfortable with this agenda item, let them tell you right at the beginning. So you can spend a few minutes discussing why this discussion would make them uncomfortable.
What you say could sound something like this… The last thing I’d like to talk about this evening is some of the people that you care about most. The people who probably should sit down with me to do this planning. I only have a couple of openings in my schedule. And I’d much rather work with someone you want me to see. Rather than someone whose name I took off a list somewhere. We’ll talk about some of the people you come up with. And, then if we think it makes sense, we will figure out the most comfortable way to arrange for an introduction!
How Do They Feel About Your Service?
Before asking your client for referrals… Always ask about the value you’ve given them. Either on that particular appointment or in your professional relationship with them over time. Ask them what they got out of your meeting? What did they learn? And what do they get out of the relationship with you? After they respond to your general question, then ask them to tell you something specific that they found particularly helpful. Then utter the magic question… “What else?” Keep getting feedback until they can’t think of anything else. And then direct them to the ideas that you wanted them to find helpful. And then ask them if they did find those ideas helpful. Did you find our discussion about protecting your family helpful? Was there one specific idea that you found particularly useful? What else? What else? How about when I explained ____?
Now, you can ask them about people they know who you could help in the same way. Remind them that this was one of your agenda items and ask who came to mind. Mary, I’m glad you found the work we did here today so helpful. The last thing I promised you we’d do this evening is to discuss some of the people that you care about. People who might benefit from doing the same things. And then we can decide whether it would make sense to arrange an introduction. And how we would go about that. Who is the first person who came to mind?
“Speak with confidence!”
I told the group. If you don’t feel confident, then act as if you do. Paul admitted that part of his problem was that he had not practiced being firm, clear, and self-assured when he asked clients for referrals.
Do you want to attract more clients? Do you want more success selling insurance? Then put asking clients for referrals on your agenda! Talk to your clients about the people they care about.
Referrals Is A Huge Key To Your Success in Selling Insurance!
Sandy’s first book, The High Diving Board, deals with fear and how to overcome it. Then his second book, Become a Client Magnet, offers simple but powerful marketing, sales, and client-service strategies that work. Both books are available on his Web Site, as well as on Amazon and other online bookstores.
Ask Your Clients For Referrals Is A Huge Key To Your Success in Selling Insurance!
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Inside our Trusted Advisor Success Program™, you will find all the best marketing plans, strategies, and ideas laid out for you! You will learn the best ways for you to use Joint Ventures; Educational Workshops and Seminars; Booklets and Free Reports; Referred Leads; Social Media; Client Newsletters; Annual Reviews; and more – with all the tools, scripts, and more. Now you can find your best prospects and set your best sales appointments! Because your ‘special message’ to everyone will be all about how you help middle-income families to find the money to “Live Debt Free and Truly Wealthy!” And you will get more referrals without asking your clients for them!
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Nothing Will Change Until You Make it Change. What Will You Do To Have More Success Selling Insurance?