Maximize your insurance leads – Ask for referrals!
Many professionals, insurance agent or not, don’t like to ask for referrals. One of the best ways to find new insurance business, however, is from referrals and they don’t just have to come from the insurance customers who walk through your front door. You can earn referral business through your insurance leads as well!
First, let’s talk about the basics of getting referrals.
1) Keep customers happy. The key to any successful business relationship is mutual satisfaction. Both parties must be happy with the byproduct of the transaction or sale.
2) Avoid insurance lingo. Do you remember what life was like before you were an insurance agent? Did you understand what your personal insurance policies covered? Once you went to insurance school and truly understood what all the insurance lingo meant, did you gather all your policies and review them to see what was included, excluded, etc.? Don’t assume your prospects understand the insurance jargon that comes with the territory. Understand what they don’t understand and take time to educate them. And avoid as much of the lingo as possible.
3) Tell your story. No matter how much we want to separate our business and personal lives, we can’t do it. All business is personal. Why did you become an insurance agent? What is your purpose? Why do you enjoy helping people? Inspire your customers. People connect with inspiring people.
4) Ask “who do you know?” When you’re speaking with customers and begin to segue into asking for referrals, a positive approach is to say something along the lines of, “I’m thankful to have you as a customer and I’m looking for more customers like you. I truly enjoy helping people make informed decisions about securing their financial futures. Who do you know that I can help?” (Of course you don’t have to take that word-for-word. Make it your own. Add your personality and be genuine.)
The great thing is, all of these tips are relevant whether you’re speaking with someone face-to-face or over the phone.
If you purchase Internet leads, review the Internet leads that have converted to customers and use the “who do you know” approach. If you’re following tips 1-3, tip 4 should help you see a definite increase in referrals. Even if you connect with a lead who has already closed with a different agent, use the “who do you know” approach. If you’re genuine in your delivery, the prospect may be more than happy to help you with referrals.
Asking for referrals is one of the best free marketing tools an insurance agent can use. Everyone’s approach is different. What’s yours? Please share here!