Anyone know the best way to ask an existing client for an insurance referral?
Total Comments: 28
Posted: Thu Feb 14, 2008 06:54 pm Post Subject:
I agree that good service and word of mouth are very good for business. If you are good to your present customers, it should pay off with some new good referrals.
Posted: Thu Feb 14, 2008 06:58 pm Post Subject:
The key is you don't ask for referrals, you earn them. A lot of agents have been taught that after closing the deal you're supposed to use some tactic like having your clients write down the names of 5 friends of family members.
I'm against that - low class and more for a "MLM" mindset. I'm not coughing up the names and number of anyone unless I'm very impressed - and there's nothing to be impressed with at the close.
Most agent literally drop off the face of the Earth after closing - then expect referrals. Not gonna happen.
Posted: Fri Feb 15, 2008 04:03 am Post Subject:
The newsletter is a great idea, but make it fun, put a puzzle or two in it, so they pick it up several times, do a monthly drawing with the completed puzzles, give something small but useful away.
The puzzle is an awesome idea! Are you referring to putting a puzzle in an electronic or paper newsletter. If it's the former who do you use that allows that capability. I used constant contact up until recently but now I'm looking for a new company.
Posted: Fri Feb 15, 2008 06:15 am Post Subject:
You could do the puzzle in the news letter in whatever media you wanted, either electronic or paper print, does not matter. You may want to do both if you have non computer literate clientelle. Depends on who you are dealing with. Everybody likes a mind boggler, or a crossword every now and then.
I like what Lori's agent does though, caring about your clients and keeping up with the personal events in their lives is really important too. That is such a personal touch, shows that you genuinely care about your customers, good for that guy to take the time to do this. I think that is awesome Lori.
I think that with this entire thread there are some great ideas coming out, my main thing is not to be bothered by it, I would expect good guidance, give me the bill and let me pay it.
Hope this thread continues to grow, there is some good stuff coming out of here.
Posted: Fri Feb 15, 2008 10:57 am Post Subject:
great post Healthagent I agree with you 100% you earn those referals...now I don't think there is any harm in saying something along the lines of, 'if I have been an asset or help to you I hope you will refer your family/friends to me when they are of need' type statement but NEVER to ask for referals straight out!
Posted: Fri Feb 15, 2008 01:19 pm Post Subject:
now I don't think there is any harm in saying something along the lines of, 'if I have been an asset or help to you I hope you will refer your family/friends to me when they are of need'
That was kind of my point in the beginning. I have never received very many referrals that I didn't "ask" for.
Working a lot in the business market, I have even asked a business owner to call an associate while I was still in his office. This personal introduction sure helped me get past the receptionist.
People will give you referrals if they like and trust you. 8)
Posted: Fri Feb 15, 2008 11:51 pm Post Subject:
Sometimes you can ask for referrals without appearing to be asking. Quarterly newsletters (via email or hard copy) will catch someone's attention.
A friendly birthday call or an annual review of their policy.
Posted: Sat Feb 16, 2008 12:59 am Post Subject:
I think it is important to keep up with your clients, living in the same neighborhood, shopping in the same stores and having more in common than the policy itself will build rapport between you and your customers also.
I thought the football schedule was a real good idea, used to be a deck of cards right?
Posted: Sat Feb 16, 2008 11:12 am Post Subject:
Sometimes you can ask for referrals without appearing to be asking. Quarterly newsletters (via email or hard copy) will catch someone's attention.
A friendly birthday call or an annual review of their policy.
All great ideas, and IMO the ''offer'' perhaps years to review their coverages 'to ensure the are properly protected'''as I mentioned the fact that mine always took the time to drop by the funeral homes and sign books or come to visitation, or send a care in a time of sorrow really meant a lot to me.....
Posted: Wed Mar 26, 2008 01:42 am Post Subject:
Visit IARB's new site for some great sales tips, including a unique new way to request and take full advantage of referrals.
Posted: Thu Feb 14, 2008 06:54 pm Post Subject:
I agree that good service and word of mouth are very good for business. If you are good to your present customers, it should pay off with some new good referrals.
Posted: Thu Feb 14, 2008 06:58 pm Post Subject:
The key is you don't ask for referrals, you earn them. A lot of agents have been taught that after closing the deal you're supposed to use some tactic like having your clients write down the names of 5 friends of family members.
I'm against that - low class and more for a "MLM" mindset. I'm not coughing up the names and number of anyone unless I'm very impressed - and there's nothing to be impressed with at the close.
Most agent literally drop off the face of the Earth after closing - then expect referrals. Not gonna happen.
Posted: Fri Feb 15, 2008 04:03 am Post Subject:
The newsletter is a great idea, but make it fun, put a puzzle or two in it, so they pick it up several times, do a monthly drawing with the completed puzzles, give something small but useful away.
The puzzle is an awesome idea! Are you referring to putting a puzzle in an electronic or paper newsletter. If it's the former who do you use that allows that capability. I used constant contact up until recently but now I'm looking for a new company.
Posted: Fri Feb 15, 2008 06:15 am Post Subject:
You could do the puzzle in the news letter in whatever media you wanted, either electronic or paper print, does not matter. You may want to do both if you have non computer literate clientelle. Depends on who you are dealing with. Everybody likes a mind boggler, or a crossword every now and then.
I like what Lori's agent does though, caring about your clients and keeping up with the personal events in their lives is really important too. That is such a personal touch, shows that you genuinely care about your customers, good for that guy to take the time to do this. I think that is awesome Lori.
I think that with this entire thread there are some great ideas coming out, my main thing is not to be bothered by it, I would expect good guidance, give me the bill and let me pay it.
Hope this thread continues to grow, there is some good stuff coming out of here.
Posted: Fri Feb 15, 2008 10:57 am Post Subject:
great post Healthagent I agree with you 100% you earn those referals...now I don't think there is any harm in saying something along the lines of, 'if I have been an asset or help to you I hope you will refer your family/friends to me when they are of need' type statement but NEVER to ask for referals straight out!
Posted: Fri Feb 15, 2008 01:19 pm Post Subject:
now I don't think there is any harm in saying something along the lines of, 'if I have been an asset or help to you I hope you will refer your family/friends to me when they are of need'
That was kind of my point in the beginning. I have never received very many referrals that I didn't "ask" for.
Working a lot in the business market, I have even asked a business owner to call an associate while I was still in his office. This personal introduction sure helped me get past the receptionist.
People will give you referrals if they like and trust you. 8)
Posted: Fri Feb 15, 2008 11:51 pm Post Subject:
Sometimes you can ask for referrals without appearing to be asking. Quarterly newsletters (via email or hard copy) will catch someone's attention.
A friendly birthday call or an annual review of their policy.
Posted: Sat Feb 16, 2008 12:59 am Post Subject:
I think it is important to keep up with your clients, living in the same neighborhood, shopping in the same stores and having more in common than the policy itself will build rapport between you and your customers also.
I thought the football schedule was a real good idea, used to be a deck of cards right?
Posted: Sat Feb 16, 2008 11:12 am Post Subject:
Sometimes you can ask for referrals without appearing to be asking. Quarterly newsletters (via email or hard copy) will catch someone's attention.
All great ideas, and IMO the ''offer'' perhaps years to review their coverages 'to ensure the are properly protected'''as I mentioned the fact that mine always took the time to drop by the funeral homes and sign books or come to visitation, or send a care in a time of sorrow really meant a lot to me.....A friendly birthday call or an annual review of their policy.
Posted: Wed Mar 26, 2008 01:42 am Post Subject:
Visit IARB's new site for some great sales tips, including a unique new way to request and take full advantage of referrals.
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