Your business plan requires insurance lead strategies that you can easily fit into your style of doing business, so here's one that's not only easy but gets you more than just an insurance lead.
Imagine this. You've completed a big deal with somebody who is well-known and highly thought of in your target market, and you're about to meet him for a final wrap-up. Besides ensuring that you have a happy client, you see this as an opportunity to ask him for a referral, or a testimonial.
Well, which is it to be? A referral, or a testimonial? An insurance lead, or a commendation?
A referral is for a specific prospect. Once used it can't be used again. A testimonial, on the other hand, isn't prospect specific, so can be used over and over. It can also be used in brochures, presentations, websites, etc., again and again.
You really need both, but which to ask for in the meeting?
Turn it around. Which will your client have less reluctance in giving you?
A testimonial is easier for him to provide because he isn't giving you anyone's name. So ask him for a testimonial.
The ideal time to ask is when he says something nice about you, or the job you're doing for him. Just ask, "May I write that down? To work my business plan I collect testimonials to show to potential clients, and I'd like to include what you just said. What was it again, please?"
If he doesn't volunteer any nice phrases ask him if he feels you did a good job for him, and if someone were to ask him about your work, what would he tell them? Then ask if you might write it down, as before.
You should now have a useful testimonial, but don't stop yet! Ask him if you can credit him with it by including his name. This is important, because it adds credibility to his words.
At this point he should be feeling pretty good, because you asked him for his opinion, and he's helping you. What a good time to ask him for referrals!
Think about it. He's just told you how helpful you've been in his financial planning, and you've recorded his comments.
So ask him if he knows of anyone else, in a similar position to his, who could also benefit from what you do. And when you get a name or three, ask "Do you mind if I share with them your opinions of how satisfied you are with my work?"
You want both a testimonial AND an insurance lead. And by asking for a testimonial first, you got both!
Even if you don't need any more testimonials, ask for them first because they provide a lead-in to asking for referrals.
Make this a part of your follow-up routine, and you'll never be short of good testimonials or referrals again.
Honest!
Insurance Lead Strategies Testimonial - To learn more about this author, visit Donald F. Pooley's Website.
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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
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