If everybody knows referrals are a good way to find prospective clients, why does asking for them seem so hard?
Many producers think a request for referrals will come across as imposing or rude. But think of it this way: asking clients for names of people who are just like them actually can be considered a compliment.
When you ask for referrals, you’re acknowledging your clients made a smart decision and you’re simply asking them to share the results of that decision with others.
For example, in your search for prospective Long-Term Care clients, you might say:
I’m interested in meeting people much like yourself – people who are concerned about (protecting their retirement assets, avoiding becoming a burden to their children, remaining in their homes, etc.). I would really like the opportunity to talk with some of your friends and relatives – to share with them some of the same information we’ve gone over today. Who do you think we could help?
Asking people you already know to provide you with the names of people they know, will allow you to spend less time locating qualified prospects and more time selling to them.
For more information or prospecting tips, contact your LTC Specialist today.
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