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OK, you've been to more seminars on growing your business through referrals than you can count. Sometimes, we take something that should be simple and make it complicated.
(Related: 7 Ways to Stay on Your Prospect's Radar)
Let's look at four ways you can get referrals for potential insurance or investment business.
1. Introductions
It's a small world. You know who you want to meet, the people who would be ideal clients. This small world concept works both ways. People in a specific profession or industry often know the local players quite well.
It's as simple as: "Boris, do you Natasha at Goldstar Media?? No? "Then do you know someone who knows Natasha? Maybe they could provide an introduction."
You will immediately notice LinkedIn maps this out for you. You know who knows who. You also know who knows an intermediary with the right connections.
2. Introductions to organizations
When we think of potential clients, we primarily think about people. We forget organizations like non-profits also have insurance and investment needs. Your client might be a longtime volunteer at the historical society of the art museum. They have needs you might be able to meet. Because they are an organization, they likely have an annual review process when they decide to change carriers or stick with their current providers.
Your client makes the introduction. You learn how the review process works. You ask to be allowed to present and compete during the review process.
Bryce Sanders is president of Perceptive Business Solutions Inc. He provides HNW client acquisition training for the financial services industry. His book, "
