Q. I need help developing referral sources, particularly with attorneys, accountants and other insurance agents who do not sell LTCI or are uncomfortable doing so. How do you suggest that I accomplish this?
A. Getting referrals and developing centers of influence, such as lawyers and CPAs, are two of the best ways to generate quality leads. I say this from personal experience and, more significantly, the success of this approach has been documented by LIMRA when it studied sources of sales.
Aaron Eisenach, regional vice resident of Krieger & Associates in Lakewood, Colo., has developed a very effective and easy system for building a referral base by asking for the names of advisors when delivering a LTCI policy to a client.
Here's what he coaches his agents to do. After collecting the appropriate signatures and any remaining premium balance, have a sheet of paper ready to take down the names of the advisors with whom the client is already working. You may want to develop your own form with blanks for the names and phone numbers so the client sees that you need these names.
Here's the script Aaron uses: "Mr. Client, it's very important that your team of advisors know about this protection you have put in place. With your permission, I will gladly take care of this for you.
