29. Referred, not cold.
I have worked in the insurance industry for 20 years and my best clients are my clients that are referred. I then work with their children and grandchildren. I work the American legacy into my practice and the clients are prepared and have the peace of mind they have always dreamed of.
—Tamara Bartlett Grafton
28. Chip off the old block.
I have found that the best prospects are the children of my clients. When they see what I have been able to do for their parents, they say "Can you help me, too?" Of course, my answer is "yes." My clients' children have 401(k) plans that have lost money in the stock market and, with all of those fees, it is easy to do an in-service withdrawal for them.
—Jim Cadle
27. It's not about you.
The second you get into a long monologue about what you do, you run the risk of putting people to sleep. No one cares what you do. If they care about anything, it's how what you're offering might affect them and/or the people they might introduce you to. Go on and on about the ins and outs of your business and you are going to turn people off.
—Adrian Miller
26. Big pharma.
A simple way to secure new referrals is to get to know your local pharmacist on a personal level. Share with him/her what you do regarding long-term care insurance, or Medicare, etc. Many seniors share personal information and issues with this trusted person. I have had numerous referrals from this source. You have nothing to lose.
—Rick Lehrer
25. Strong relationships keep your business growing.
Having at least seven touches a year has helped keep me in front of the folks I've done business with. Most of them have told their friends and family about what I do so it continues to grow my business.
—Dean Hempel
24. Follow up.
It's the only thing that will provide you with ROI for your networking efforts. Simply put, if you don't take the time to develop robust relationships, you can kiss your introductions and referrals goodbye. Nothing happens until you have multiple conversations and/or meetings with your potential referral sources. You need to develop trust, and trust takes time.
—Adrian Miller
22. Speak up. 
