Asking for a Referral
by Tom Latourneau
The insurance industry has always encouraged its agents to ask their clients for referrals. The thought is if I’m doing a good job for you, then I will do a good job for your family and friends. Unfortunately, people aren’t always open to giving you names.
Yes, you should ask for referrals to farm your client base periodically but before you begin, your clients must like, respect and trust you.
Especially if I’m a new client, I may not have the experience in our relationship to form an opinion about you. I’m certainly not going to put my reputation on the line by giving you the names of my friends until I know you will approach them with a large degree of professionalism. In short, I must like you.
I must know you will not badger or harass my family and friends. You must prove to me that I can trust you.
Finally, I must respect you for your knowledge and ability to solve my problems. I can’t afford to have you try to sell my referrals without first, understanding their needs, wants and wishes.
Ask for referrals but make sure you have earned them.
From The World’s Shortest Ezine by Tom Letourneau (800) 845-7553 / www.TomSpeaks.net
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