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A Division Of The
Insurance Pro Shop
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'Cutting-Edge' Annuity Marketing and Sales Tips, Ideas and Strategies!
If You've Been In Annuity Sales For At Least Six Months, Then You Should Be Getting Most Of Your New Clients Through Referred Leads!
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Dear Insurance & Financial Services Professionals,
If I had to pick the absolute number one, most critical mistake agents make in this business, it's their inability to consistently generate high quality referrals.
"If You've Been In Annuity Sales For At Least
Six Months, Then You Should Be Getting Most
Of Your New Clients Through Referred Leads."
Is there any question that appointments are the lifeblood of an insurance producer's career? You must see people to 'tell your story.'
The reason so many people struggle and ultimately fail in this insurance business, is not from an inability to sell, but rather from the lack of a system to develop an inventory of 'qualified' annuity prospects.
Over time many agents experience prospecting burn-out from the rejection associated with cold calling from a prospect list, mailer returns, or other non-referred lead generation systems.
"If you want to double your income the easy way, then set up a system to compel your existing clients to give you lots of referrals, instead of trying to get new clients through any other methods, such as cold calling, purchased leads, direct mail, tele-marketing, advertising, and so on."
Recent Survey
The Insurance Marketing Resource Center just completed an agent survey about referrals. Here is a quick review of what they found. It's shocking!
* only 16% of the agencies said they had an Organized Business System to generate referrals, even though 49% of them said the QUALITY of referrals was good to excellent.
* 62% of agents said they get at least 25% of their new business from referrals - Does it mean they could get A LOT more referrals, if they had an SYSTEM?!
* 46% of agents have a "joint venture partner" that reliably gives them referrals, mostly on an "informal" basis...
* only 46% have a "reward system" that rewards people who gave referrals (just imagine how many they'd get if they actually rewarded the behavior they wanted!)
The KEYS to getting your existing clients to give you referrals…
is to make yourself referable, and use a system that makes it
extremely fun and easy for them to give you referrals.
The Power Of Referrals
Everyday your prospects rely on the personal referrals and testimonials of people they know to help them make buying decisions. The Public Pulse reports that most Americans say they rely most on their friends for information on a variety of issues. These issues range from what movies to watch, to selecting a new car and deciding which financial products to buy. Fewer prospects, depend on editorial articles and advertising for information.
What this shows is that most people rely on word of mouth because it is based on their existing relationships and the credibility of the person passing the word along. It increases their sense of comfort with the decisions they make. For these reasons, the recommendations of others are helpful to everyone who is involved in selection and purchasing decisions.
Studies in various industries show that 80% of all buying decisions are based on a recommendation from others. The simple fact is that a positive mention of your name brings an increased level of trust and confidence to your prospects, thereby giving you greater access to them.
Regardless of how you may perceive yourself as an advisor, it's the perception of the prospect that ultimately determines your success within a market.
The more referrals you acquire, the easier it is to become well known and build the quality relationships necessary to earn the right to present your products and services.
How to acquire referrals:
Recognize that everyone benefits from referrals.
People give referrals because it is a way for them to help their friends, colleagues, and others to acquire the quality goods and services that you offer. As an example, there's a young man who has built a successful residential lawn care business in Florida. Asking him how he built this business, he said, "Through word of mouth. I take pride in my work, so people stop and ask my customers who does their lawns. My customers then refer them to me because they like to help each other out so they have more time to play golf together."
Let people know why you need referrals.
It's very important for your customers, centers of influence, and prospects to realize that your goal is to reach and work with more people like them. It makes it easier for them to refer you to people they know. Tell them that you want to continue to specialize, that you enjoy working with them, and that their personal referrals will give you an opportunity to serve other people in their industry, social group, occupation, interest group, etc. This lets them know that your motives are to serve and sell other individuals in your niche in the same professional way that you've serviced them. It will also make it easier for you to ask because you are focused more on them and less on yourself.
Learn a referral talk.
You should have a well-honed referral-gathering presentation for use with every customer, center of influence, and prospect. This will increase your comfort, confidence, and competence. It also makes it easy for them to understand what your needs and motives are. Practice your referral talk with your family, friends, and colleagues. Sharpen your talk so that it sounds natural and comes forth easily. As an example, you could say, "If you feel that I've been helpful and professional, I would like you to tell people that you are my client. This will allow me to help those people just as I helped you." In our 'Agents Guide To Referred Leads' you will find the referred lead talk that I have used successfully for 18 years.
Make it easy for referrals to be delivered.
Use a membership list or directory of the people in your targeted niche market. It's not always easy for someone to think up some names of people they know in your niche without help. I found that it's much easier to prompt and stimulate the individual to give you referrals by giving them the names of 10 or 15 people in the market that you are going to be calling on. The way to use this list is simply to show them the list and say, "These are individuals in your industry that I will be calling on. Which ones know you on a first-name basis?" Usually, they will select several names from the list. Then ask, "Who have I left off this list?" This way you will acquire names from several more people right on the spot. By using membership lists from your niche market clubs, associations, special interests groups, and other targeted networks, you are sure to work deeper into your market. If a membership list is not available, you could use prospect lists you compiled from your market research.
To get quality referrals, ask clients to verbalize how they feel you helped them.
It's occasionally difficult for customers to think of a referral because they've never really thought out loud about how you've helped them. An effective way to solve that problem is to ask questions such as, "How do you feel my services have helped you?" Ask open-ended questions germane to your products and services. Be sure to ask in a way that stimulates your customers to think about your value to them, then ask for their referrals. Have your client write a quick note on the front of your agent brochure about how you've helped them. Send the brochure, with the note, to the people they refer you to. We have provided an area on the front of our agent brochures where people can write a note.
Always ask for referrals, even if your prospects don't buy now.
Sometimes prospects will tell you they're not ready to buy now. That being the case, ask for referrals from them even though they haven't bought yet. Let them know that the reason you're asking is to be able to build a quality relationship with more people like them.
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Ask for referrals and testimonials consistently and constantly.
There is much confusion as to when and how often you should ask for a referral. Some presume that you ask once, either at the beginning of the sale or the conclusion of the transaction. In reality, you should ask for referrals several times. By asking more than once, you create a cumulative effect and greater results. Here are several places to ask for referrals and testimonials:
Ask at the very first appointment, whether it's with a prospect, a previous customer, or a center of influence. People do not have to buy something to refer you. They simply need to feel confident about you and your product or service. Ask early and set the stage.
Ask at the time of the sale. Ask for referrals before you get all the paperwork completed. Otherwise, people are rushed, wanting to move along to the next issue in their lives. So, bring forth your referral talk again while you're completing the paperwork.
Ask for referrals at the time you deliver the financial instrument. People are usually euphoric at that time and it is an excellent time to leverage yourself into your niche.
Ask for referrals when you send a thank-you note for the business. Of course, if you've already gained referrals during the sales process or at the time of delivery, you wouldn't normally ask again immediately in the thank-you letter but it doesn't hurt and often helps you as it shows your desire to serve others like them.
Ask for referrals and testimonials in your follow-up service calls. Calling to follow up and find out how your product is working for them or how their needs have changed is an ideal time to ask for referrals.
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To Compel Your Clients To Keep On Doing Business With You For Years To Come, And To Get Them To Refer Everyone they Know To You, You Must ASTONISH Them With Your Outstanding Or Exceptional Services…At Least Four Times Each Year!"
A Newsletter Is A Good Start.
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More Ideas To Get Tons Referrals From Your Clients
Include a referral sheet with your monthly newsletter and every piece of correspondence that goes out of your office. We have an example in our Guide To Agent Referrals.
Once a quarter, run a referred lead contest or drawing. Give away a free diner for two for the most referrals in a month or for every referral you receive put a card in a basket for a drawing at the end of the month.
Send out the contest announcement with your newsletter. The newsletter is an excellent example of the service you provide and gives your client a reason to refer people to you.
Keep a note book where you have all your clients write a note about how you have helped them. Keep it with you at all times. Show it to all your prospects. You can then provide prospects and referrals with client testimonials on all your marketing materials (with the clients permission)
To Start getting tons of high quality referred leads, order our 'Dynamite Referred Lead System', today!
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HERE'S WHAT YOU'LL GET...
TABLE OF CONTENTS
Page 3 "How to Build Your Business the Easy Way: With Referrals & Repeat Business" By Kevin Lawrence, Business Building Coach
Page 6 "How To Generate Automatic Referrals By Providing Outstanding Customer Service!"
Page 9 'Recent Agent Survey'
Page 10 'The Power of Word Of Mouth'
Page 13 'Finding Your Prospecting Magic Genie'
'Using Client Feedback To Unleash An Avalanche Of Referrals, and Eliminate Objections!!!
Page 19 Get 5 To 10 Referral Leads From Each Of Your Current Clients
Page 20 Referred Lead System Overview & Objectives
Page 21 Why Referred Leads
Page 22 What Are Referred Leads
Page 23 Why Do People Give Referred Leads
Page 24 When To Ask For Referrals
Page 25 Steps For Asking For Referred Leads
Page 28 Centers Of Influence
Page 29 Answering Objections To Requests For Referred Leads
Page 31 Sample Referred Lead Letters
Page 32 Sample Approach Talks
Page 33 My Referred Lead Talk
Page 34 Get Even More Referrals From Your Clients
--------------------------------
Page 35 Referred Lead Qualifier Form
Page 36 Grabber Referred Lead Letter
Page 37 Non-Grabber Referral Lead Letter,
Page 38 Analysis Request Form
Page 39 Endorsement Letter
Page 40 Power Positioning & Power Benefit Statements - Here is list of Powerful Benefit Statements you should be using in every Sales Letter, Ad, Article or any time you communicate with people, including introductions and general conversation.
Page 45 Don't Compete, Create! By Joel Weldon
Page 47 Client Survey Form
Wait, it even gets better...
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Order today and you'll receive these Free Gifts...
Gift #1: For acting immediately you'll receive Mike Enlow's new e-book. Stealth Marketing. A $49 Value. This is the exact same information that others have paid as high as $15,000 apiece to learn at Mike's high-powered marketing conferences... Now you can get it all - right here - instantly. This e-book is the perfect companion to the 'Online Insurance Marketing & Sales Resource Center'. A must have.
Gift #2: Dr. Michel Fortin's highly acclaimed e-book (value $29)
The 10 Commandments of Power Positioning: Learn the Magical Marketing Strategies for Creating an Endless Stream of New, Repeat and Referral Business.
Gift #3: 60 minutes of personal, One on One coaching to get you off to a quick start - this alone is worth the investment in our system… (Value $99)
These free gifts are worth over $177!
You pay only $127.95 for the complete 'Dynamite Referred Lead System' and gift pack when you order today. (regularly $167.97)
Cancel anytime during the first month and you'll get a 100% refund...
So, what are you waiting for?
Imagine, You could be using this referred lead system and seeing results right now. There is absolutely no risk involved and the low cost is 100% tax deductible as a business expense. The only thing you stand to lose is the money you could be making if you were using this lead system today.
I guarantee you won't find a easier more effective way of generating a steady stream of great, high quality referred leads from your existing clients.
OK, Lew rush your complete 'Referred Lead' program to me. I get the
* Dynamite Referred Lead System,
* 3 Dynamic, Must Have E-books,
* 60 minutes of personal, one on one coaching,
That's everything described in the letter - all for just $127.95. That's a $500 savings over similar system being offered by your competitors...
And I have up to 90 days to review your referred lead system, and if I don't think it will put tens of thousands of dollars in my bank account as a result of using it, I can request an immediate, 100%, no hassle refund.
On that basis, here's my $127.95
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There simply isn't a better, more cost effective way for you to achieve lasting success in sales...
Not sure we can help, or if our services are right for you…
Then, please print and read our free report… "How To Attract And Sell The 'Ideal Prospects' For Your Current Products And Services!"
And, call us today, toll free at 877-297-4608… (M-F, 9AM-5PM EST)
Yours in success,
Lew Nason
P.S. Stop and think how much this 'Dynamite Referred Lead System' could be worth to you. The first tip you get will pay for this system many times over. This breakthrough creation will truly give you an 'unfair advantage'.
All shipments are made within 24 hours of approval.
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Annuity Pro Shop
Helping Insurance Agents & Financial Services Professionals
create endless streams of new, repeat and referral business…
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Annuity Pro Shop
150 Watson Drive
Dallas, GA, 30132
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Toll Free: 877-297-4608
Phone: 770-443-2852
Fax: 800-901-6837
Email: Click Link Below (24/7)
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-Contact Us-
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Copyright © 2000-2008 Annuity Pro Shop All Rights Reserved
All guest articles © their respective authors
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