The Power of Introductions

I explained to David that just that one shift — from asking for help to build his business, to asking people if there's someone they want to give the opportunity to work with him — could open him up to great leads and make it easier to make them clients.

We worked on changing his mindset, and changing the way he conducted the introduction conversation from being about his wanting more business to helping his happy clients "pay it forward" to the people they cared about most. We also worked on how to get more out of networking and what it takes to get clients so engaged, they want to give you referrals.

After a few weeks, David announced that he had received two introductions and that one of them had already become a client — his first new client in over a month.

It's 2022, and David is now earning a comfortable mid-six figures. His bills are paid on time and he and his wife bought a new home two years ago. David attributes all these changes to the first lesson he learned about asking for introductions.

If you are not getting enough quality leads, and you're also not asking people to introduce you because it feels awkward and uncomfortable, look at how you're asking and who your request is serving. If your focus is on helping them help someone in their lives, you'll feel much less uncomfortable and you'll be getting the introductions you want.

Sandy Schussel is a coach and practice development consultant for insurance and financial professionals. He has served as an MDRT Academy trainer, is on the faculty of the InsuranceProShop and is a preferred mentor with InsuranceWebX. He is the author of two books, The High Diving Board, about overcoming fear and Become A Client Magnet, about attracting and keeping clients. Schussel's scheduling calendar is available here.

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