I know there are numerous threads about referrals but figured what the heck, go for it.
An agent I know that has been in the Medigap business for a few years and has (just a wag) 300+ clients. All phone sales. Some secured by DM, others TM plus a scattering from a web presence. He says he get's maybe 10 sales a year from referrals. Wanted to know what I do to get referrals. I usually get 30 - 40 sales a year from referrals. Maybe more. I don't really track it like I should.
The only thing he does not do is contact clients every year to review their PDP options. I wrote around 15 apps last AEP, referrals triggered by the PDP review and several more since the first of the year, also tied to PDP referrals.
I also track Medigap renewal increases and reach out to clients getting what I consider to be significant (over 8%) rate increases. That results in quite a few rewrites plus a few referrals.
Oh, and I never overtly ask for referrals. Also very little cross-selling.
What do you do?
An agent I know that has been in the Medigap business for a few years and has (just a wag) 300+ clients. All phone sales. Some secured by DM, others TM plus a scattering from a web presence. He says he get's maybe 10 sales a year from referrals. Wanted to know what I do to get referrals. I usually get 30 - 40 sales a year from referrals. Maybe more. I don't really track it like I should.
The only thing he does not do is contact clients every year to review their PDP options. I wrote around 15 apps last AEP, referrals triggered by the PDP review and several more since the first of the year, also tied to PDP referrals.
I also track Medigap renewal increases and reach out to clients getting what I consider to be significant (over 8%) rate increases. That results in quite a few rewrites plus a few referrals.
Oh, and I never overtly ask for referrals. Also very little cross-selling.
What do you do?