How To Ask Clients For Insurance Referrals… The Right Way! (Insurance Client Referrals Scripts)
Dear Friends, Here is an article about asking clients for insurance referrals the right way… with an insurance referrals script… from our friend and coach Sandy Schussel. Get the referred lead system and the best script to ask clients for insurance referrals.
“I’ve talked to my clients occasionally about introducing me to someone they know might need my help,” Art, a financial services representative I worked with recently told me. “But they always tell me that they can’t think of anyone.”
“Maybe that is true,” I suggested. “Do you have a value discussion before you are asking clients for insurance referrals?”
“A value discussion?” Art asked. “You mean like asking them what they think of my services?”
“Exactly,” I replied.
“No way, man!” Art protested vehemently. “Most life insurance clients are unhappy that they had to face and talk about their death and unhappy that they had to pay premiums. If I ask them what they think of me or my service, I can’t imagine what would come out of their mouths.”
“Try it,” I suggested. “On all of your appointments this week, ask your clients or the new people you sit down with how they feel about the service they have been getting or the whole insurance discussion, and then see what happens.”
Art was skeptical, but he agreed to do what I asked.
Art’s Results On Asking Clients For Insurance Referrals With Our Script
When we spoke again the next week, I could hear Art trying to hold back his excitement.
“Every one of them said very positive, very flattering things,” he exclaimed. “The only negative comment had to do with me not following up with them when the case got delayed in underwriting. So I apologized and promised to fix that in the future and she was happy.”
“But here is the real kicker,” he continued. “Without my even bringing the subject up, one of them started to tell me about a friend who had mentioned he needed insurance.”
One of the best ways to grow an insurance practice of any kind is by asking clients for referrals. Most professionals make the mistake of asking clients for insurance referrals… Or asking for a sale – before they have made sure not only that given value… But that the client recognizes it.
Discussions about your relationship with clients should come up often. Continue your relationship with them after they purchase. Check in with them. Get them to tell you what is working and what is not working. Don’t be afraid to hear bad news.
Studies tell us that only one in twenty-seven unhappy clients tell us when they are unhappy. The rest simply stop using us and recommending us. Think about that figure. It means that if just one person complains, twenty-six others are unhappy and did not tell you. If you do not believe the statistic, then think about the last time you went to a restaurant, were dissatisfied with the food or the service, and vowed never to come back… But did not tell the manager about it.
Sample Asking Clients For Insurance Referrals And Our Script
Most importantly, though, before you talk with your client about other people he might know about who could use the same kind of help you are providing to him… Make sure he tells you just how great his experience with you was.
Start with a general question, like: “Peter, I just want to make sure I’ve given you the best service I can give you, so I want to ask you how we’re doing.” The answer to a question like this is likely to be positive but without any detail.
So next, get specific: “Tell me something that you’ve found particularly helpful.” When he mentions one thing, ask him, “What else?” Keep asking this question until he’s out of answers.
Then, continue the value discussion by asking directed questions: “Did you like how we showed you a way to make the policy affordable?” Finally, ask what you can do better. If the answer is that your client is really happy, ask her if she knows someone like her who could use the same kind of service. If she’s not happy, fix your service.
Asking insurance clients about your value with our script can have some great results for getting referrals. Start to ask clients for insurance referrals the right way with the script… And then start asking clients for insurance referrals immediately.
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Inside our Dynamite Referred Lead System ™, you will find a step-by-step insurance referral strategy and client script for you to follow. Now you can use these scripts to ask and get endless client insurance referrals. It all starts with how to set yourself apart from everyone else. So your insurance clients will want to refer you to everyone they know! Then how to talk about referrals with your insurance clients… and ask without sounding pushy or needy.
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Fast Track Advisor Guide To… ‘Asking The Right Questions’ Only $9.95
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In this ’37 page’ insurance agent sales training E-book, you will learn to ask the best insurance sales questions to get your prospects emotionally involved. So, they will want to set an appointment with you… And then buy from you right now! Your success in selling life insurance is ‘NOT’ about how good you are at telling people why they need to buy your products or services! Your success selling life insurance will be based on whether your prospects trust you and believe that you are there to really help them!
Do you want to set more and better sales appointments? So you can close ‘9 out of 10’ life insurance sales? When you tell people what they should do, then they may or may not believe you! But if you learn to ask the right questions in your fact-find… Then your prospects will sell themselves! It is some of the best life insurance agent training and scripts to help you learn the secrets to closing more sales and getting more client referrals. It is an immediate download… Order Here
Are You Asking Your Clients Enough Insurance Sales Questions? Only $39.95
One of the recurring topics we write about each week… and talk about every day is asking your insurance clients the right sales questions. And then ask your insurance clients enough sales questions! That is because asking your clients questions is one of, if not the biggest key to your success in insurance sales. Accordingly, agents have been asking us for a complete list of probing sales questions to use with their insurance clients! As a result, we have compiled a list of all of our favorite insurance sales questions. And we put them all into our limited edition e-book… Are You Asking Enough Insurance Sales Questions? In this 24-page guide, you will find our goldmine of sales questions that you should be asking your life insurance clients to set appointments and close more and larger sales. More Details! Immediate Download… Order Now!
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Important Question… Are you in this insurance business just to make sales? Or are you really interested in helping families? Who do you think insurance prospects want to see? Do they want to meet with an insurance salesperson – or a Trusted Advisor who is doing their best to help them? When will you decide to make a real difference in people’s lives? The more personal insurance agent training, coaching, and sales support you get to learn how to help families… Then the more you will learn how to help yourself and your family! While you get lots of insurance referrals from your clients! Nothing will change until you decide to take action to make it change!
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