Referrals

[Sam]

Another simple thing you can do to greatly increase your income, is to take meticulous notes about every prospect that you deal with. It can get to be a big pain, and you need to have a decent tracking system, but it makes a very big difference.

I work primarily in the group health market. When I started, if I lost a case, whether someone beat me out, or they weren't ready to change, or we missed the deadline or whatever, I would just forget about it and move on.

About 10 months after I started, I got a call from one of the first people I worked with. They were appreciative of how hard I worked on their case the year before, and wanted me to give it another shot. I immediately went through my old emails in my outbox and deleted folder, and started making a list of renewal dates and details.

Ever since then, I take very careful notes about everything that transpires. If someone has a cat, I write it down. If there are coverage or network concerns, I write it down. If someone doesn't like his mother-in-law, I write it down.

These days, that is probably my BIGGEST source of new business. I have a calendar with over a thousand business's renewal dates, and I call every year with enough time to help them. Every month, a few old companies may be ready to move, and I add a bunch more for next year. When you start out, a year seems like a long time, but trust me....it passes VERY quickly.

 

[Crabcake Johnny]

Bingo. And for heaven's sake write down the names of their children. When you follow up make sure you say:

"Ok, so just to verify, Cassy is 6 and Brian is 13."

Same with spouses. Don't ever follow up with a client and get caught saying something like "ok, so your wife is 45?" You'd better be saying "And Beth is 45, is that right?"

 

[James]

Lets face it if you want your clients reading your literture make it something that interest them! Most if not all are not "Interested" in Insurance even health coverage, they may be concern about it but that isn't the same as being interested about it. My act of including "Bob the Gardner" has I think really help to get people to actually take a second look. I obviously allow the main heading to be about subjects of interest which is rarely Insurance!

 

[Bob_The_Insurance_Guy]

Actually, Constant Contact is free, as long as you keep it under a certain number of contacts. I keep my top 30 clients, top 10 networkers, and top 9 job seekers.

Once I hit 50, I get charged.

 

[J.R.]

Actually, Constant Contact is free, as long as you keep it under a certain number of contacts. I keep my top 30 clients, top 10 networkers, and top 9 job seekers.

Once I hit 50, I get charged.

Your job seekers group is a great idea. Do you hold that group at your office or at a different venue?

 

[Frank Stastny]

Another simple thing you can do to greatly increase your income, is to take meticulous notes about every prospect that you deal with. It can get to be a big pain, and you need to have a decent tracking system, but it makes a very big difference.

I work primarily in the group health market. When I started, if I lost a case, whether someone beat me out, or they weren't ready to change, or we missed the deadline or whatever, I would just forget about it and move on.

About 10 months after I started, I got a call from one of the first people I worked with. They were appreciative of how hard I worked on their case the year before, and wanted me to give it another shot. I immediately went through my old emails in my outbox and deleted folder, and started making a list of renewal dates and details.

Ever since then, I take very careful notes about everything that transpires. If someone has a cat, I write it down. If there are coverage or network concerns, I write it down. If someone doesn't like his mother-in-law, I write it down.

These days, that is probably my BIGGEST source of new business. I have a calendar with over a thousand business's renewal dates, and I call every year with enough time to help them. Every month, a few old companies may be ready to move, and I add a bunch more for next year. When you start out, a year seems like a long time, but trust me....it passes VERY quickly.

Mel, I couldn't agree more. I log every conversation I have with both clients and prospects. Like you, I enter the name of their pet, hobbies they have, their interests, driving directions and anything else I can learn about them.

My program has a comment box that will scroll as long as the user keeps typing. It will automatically time/date stamp the entries made so I know exactly when that conversation took place.

Nothing gets a client's or prospect's attention quicker than if they know you "remember them" and you can make a comment indicating that you really do. The Next Contact Field allows me to set contact dates as far in the future as necessary and I don't have to clutter a calender either.

I can even do a search in the comment box. I needed to call a guy and the only thing I could remember about him was that he collected wine. I did a search on "wine" and his record popped right up.

Agents who are not logging every conversation are missing out on a lot of potential business.

 

[maxreferrals]

One of the best things you can do is understand the concept of "D.V.", which stands for Damage Verge.

What IÂ’m referring to is nothing more than your conscious mind gets into the act, and you wrongly start envisioning that worst-case scenario coming to life. You see yourself offending someone, being presumptuous, asking the wrong way, feeling embarrassed, and finally ruining a prized relationship.

Four Ways To Break Through

1. Be more in tune to your clientÂ’s communication style.
The Damage Verge is different for every client and customer, depending on that personÂ’s communication style. Still other clients get instantly turned off, regardless of what you try to discuss with them. Understanding your clientsÂ’ varying styles of communication and receptiveness to your goal of building more business will go a long way in cultivating referrals.

2. Know how to ‘ask’ for referrals.
Nothing evokes more fear in professionals than the thought of sitting down with a client and “asking them” for referrals. So don’t! That’s right—don’t ask for referrals. Focus on earning personal introductions from clients. The key is that you must test and confirm with every client that they are finding value in you and your work. Use a monthly meeting, lunch, or quarterly review to touch base. I ask one simple, very powerful question: “Mrs. Client, tell me: How am I doing in my relationship with you?” The answer allows the referral door to swing wide open--or temporarily close tight. Either way, you've got a much better read on the relationship.

3. Practice with your C-level clients, and then move up.
Practice on relationships where the stakes aren't so high. Take some of the pressure off yourself by building self-confidence and enthusiasm — and seeing results — with B-level and C-level clients. It’s highly unlikely that you would ever offend someone who has confirmed your value. But, if you do upset someone, let it be a C-level client that wouldn't be irreplaceable if they should take their business elsewhere.

4. Give clients a reason to share you with others.
I believe in the 80/20 Rule when it comes to client referrals. It says that 80% of your clients utilize only about 20% of the services you have to offer. One way to counter this is by bundling current services as “value-added” extras — — this shows appreciation for your current client relationship while simultaneously giving your clients more reason to suggest your services to others. Remember, you want to introduce the subject of referrals with your clients without adversely affecting the relationship at all. You want to get near their damage verge, but you must never cross it. It’s like stepping near thin ice — without ever falling through. Stay in the area where the relationship provides enough support for what you're saying — and don't overload it.

--A.C.

 

[Crabcake Johnny]

I've found that referrals come when you impress your client by providing superior customer service - not by asking for them.

 

[Frank Stastny]

John,

I couldn't agree more. Giving excellent service translates into getting the client's trust.

It is the trust in their agent, knowing the agent isn't going to screw their friends over, that will get agents a lot of referrals.

I believe the best way to get their trust is to stay in contact with clients on a regular basis. Let them know you are alive and well and will be there if they ever need help.

I get a lot of business simply because people are unhappy with their current agent because the agent never returns their phone calls.

 

[Sam]

There is no question that referrals will come even without asking for them, if you provide superior service. However, there is no shame in opening that door a little bit wider. One thing that works well for me is, during the course of my conversation, I will drop in a story of someone who just called who was referred by someone else. The fact that they were referred isn't the main point of the story, but it does let them know that that is what people do, when they are happy with my service.