On every agency assessment I have done, asking for referrals is hands down the #1 lowest skill set for any licensed agent. We don’t want to sound pushy and we don’t want to bother the person. Referrals are the best business to get and every agency would love to generate a dump truckful of them. So what’s the real reason we don’t just attack it? For many it is fear, uncertainty and doubt.
I’m not asking you to ask for a referral on every call. However, the world would be a better place if each team member did it one time per day. We would be rocking and rolling in new business, right? Here is where everyone agrees with me in theory but not in practice. I know, it all sounds so great on my blog but not when it comes to real life.
But we have to. If referrals are the type of business we want the most, we gotta step a bit out of our comfort zone and ask for them. Now, we need to understand the best way to ask. If you make it sound lame, the person will be totally turned off. So we need to make it sound awesome!
It’s sad but I often go to agencies that have a referral program but at least 50% of the staff has no idea what it is. Well here’s the problem, if the team doesn’t know, then guess what? Your clients don’t either. It all starts with educating your team. Next comes scripting and practicing how to ask.
My favorite talk track under the once a day methodology is to pick your best call. While you are on the call, ask them what they do for work. When they tell you say “Wow that’s great! Just so you know, if you want me to help any of your family or co-workers I’d love to be their agent too.” Then ask for their work address and send them a thank you card with your business card in it. Bingo referral central!
For this and more insurance consulting ideas keep following us. We don’t bite!
