I learned very early in my career that though many of us can sell life insurance, the truly successful agents are great at prospecting. They also use more than one prospecting tool.
I also learned through direct experience that some methods are better than others. I tried cold calling, newspaper ads, radio advertising, and trade shows, and none were effective.
My most effective prospecting technique is getting referrals from clients. But I have had to work hard over the years to make myself referable. I haven't had to ask for a referral in close to a decade, but still get several every month.
To make myself referable, I:
1. Tell everyone that I work on a referral basis. Just as they'd recommend a good restaurant to their friends, so they should recommend me if they are happy with my work.
2. Call every client on their birthday and anniversary just to wish them a happy one. They appreciate the personal touch, and often bring up business or give me a referral.
3. Send a newsletter to everyone, both clients and orphans. I actually got a phone-in from an orphan policyholder this spring, and he is now my biggest money client.
4. Ask for names of people who would benefit from receiving my newsletter. Not asking directly for a referral to sell to builds trust, in both the client, and the prospect.
5. Keep in regular contact with every one of my clients. The easiest sale is to someone who has already done business with me. Even just a phone call to say hello is appreciated, and often leads to questions that lead to sales.
6. Offer clients, prospects, and policyholders information, and service on my website, www.rrspguy.com. Yesterday I set up a free classified ads service on my site, and emailed my clients. Got a call right away from a client for an RRSP.
7. Send all clients a wall calendar. Almost 75% of the clients' homes and businesses I visit have my calendar on their walls. It's important for my name to become a house- hold word, and for clients to have easy access to my phone numbers and email address. They see them every day.
When I find something that works, I incorporate it into my business process and make it a steady routine. It provides consistency for my clients and makes me referable. To quote an old friend of mine, Wayne Cotton, "If you have a problem, make it a process and it won't be a problem anymore."
Greg Bowen, President of Bowen Financial Inc., has been protecting the lifestyles of middle-income Albertans since 1978. Greg also publishes a newsletter for life underwriters to mail or email to their clients, and prospects. For more information on it click on Life Letter .
How to Get More Referrals - To learn more about this author, visit Donald F. Pooley's Website.
Like this article? Share it with your friends
 |
Related Articles |
|
 Getting Referrals
|
| |
This list is in my ‘How to Get Referrals’ file, and I have no idea of its source. I must have saved it because it’s a good reminder of things we should be doing all the time to keep referrals flowing to us.
|
|
Did You Get Any Referrals Today?
|
| |
Do you ask this question a hundred times a week? Should you? Most business owners and sales managers know in their hearts that this is the easiest kind of lead to close.
|
|
Stress-Free Selling® - Go After the Easy Sales First
|
| |
If you are like most people I know, you sell half or more of the referrals you get. One of my coaches claims 100% sales of his referrals!
Let's first clarify what referrals are. When someone says "SoAndSo sh...
|
|
Karma Keys to a Referral-Based Business
|
| |
Want to build a repeatable and successful process of increasing sales to both existing customers and new prospects? Then build a referral-based business where giving referrals is just as valuable as getting referra...
|
|
Are Business Networking Referrals Critical Business Strategies Within Your Strategic Plan?
|
| |
Business networking referrals are big business. Yet many fail to leverage this critical business strategy within their strategic plans. Learn the value of business referrals through 6 simple questions.
|
 |
Related Businesses - Evan Elite Authors |
|
The Evan Elite Authors program is currently in beta phase. For details please contact us.
|
|
|
Donald F. Pooley
(Visit Donald's Website)
Don Pooley, the author of this article,
allows you to publish
it if you include these credit lines:
Copyright 2005, Donald F. Pooley, Inc.
Don Pooley CLU, CFP, CHFC, "The
Advisor's Advisor" has shared
his marketing know-how with audiences of
life insurance men
in all major Canadian cities, London,
Australia, Chicago, New
York, San Francisco, Hong Kong, and
Singapore, and now in his
free ezine. To get more ideas on marketing
your services, plus
free ebooks, subscribe now at www.eTIP.ca/
|
|
|
|
![[Get Copyright Permissions]](http://license.icopyright.net/images/icopy-w.gif){kind=small}
