How To Generate an Insurance Sales Lead By Using The Referred Lead Card System? ... Known As The Secret Weapon Of The Super Stars and Big Producers.
Referred leads, are by far your absolute best way to get a warm insurance sales lead. If you have not created a system to generate referrals, then here are a couple of ideas for you that have been proven to be very successful. Our agency used these two methods for over 20 years to generate insurance sales leads, and we trained many new associates to use these two systems that I will now share with you.(The Referred Lead Card System and The Appreciation Dinner). Once you become comfortable with them, you will be working smarter and not harder. But before we go further into detail we need to talk about your mind set. Understand, everything we do in the sales business is a selling situation. If you plan on generating (prospects), which we also call insurance agent leads, by using a quality referred lead talk, you must realize first and foremost that your referred lead talk is a sales presentation. In other words, when you start asking for referrals, it immediately turns into a selling situation. It requires a 100% commitment and a strong desire, and it will probably even feel awkward at first, but once you get it, you will love it.
Here is what usually happens with a new agent when asking for referrals.They say something like, is there anybody you can refer me to?Well, if you ask that question, which is a closed end question (yes or no answer) guess what, the client says no, of course. So for you to increase your income and make your life easier lets go through the process and the referred lead sales presentation. If you take the time to develop this sales presentation for referrals, you will enjoy an unlimited supply of prospects to call on. Now follow along, and lets work on your life support system.
Let’s take a look at the referral card system first. This
concept made me and my life insurance agents a lot of money over the years and the life insurance agents I trained that learned and used this life insurance prospecting system were the premium leaders in our agency.
Are you still with me? Good.. The referral card was a perforated card, so that the bottom ½ of card could be separated and mailed to the referral, and the top part provided the detailed information which I used as my filing card and phone calling reference card.
(You will need to get some referred lead cards printed up using the example below)
Example of generic card _________________________________________________________________ Referral Name: Address: Phone: Referral information section Referrals Occupation: Wife's name: Number children: Additional information:
---------------------------------------------------------- Perforated cut line to separate top card for your file and bottom ½ to mail Use this bottom 1/2 is for mailing
To: (Mr./Mrs Referral Prospect) print referral name I recently had the opportunity to visit with (your agent name) about some very interesting ideas and concepts related to my financial life. I thought some of these idea's he shared with me might be of interest to you. (your agent name ) will be calling you. Joe clients signature Have client sign here and then mail. Do not put in an envelope. It should be a 3' X 5' card. If you mail in envelope, it may be considered junk mail and thrown in garbage without prospect even opening it. ________________________________________________________________
The first thing you must do is set the stage for getting referrals.How do you do this? You have to prepare the prospect mentally if you want to get referrals from them.When I started my interview process and opened up my computer or put my sales material out on the table, I slowly slid 3 referred lead cards just to the side of my material in full sight of prospect. By doing this it would allow me to transition to them at end of interview as well as letting him/her see them. By doing this, I am preparing him/her visually and mentally. It also made sure that I would not forget to ask for them at end of interview. At end of interview, whether he/she buys or not, you start your referred lead sales presentation as follows: Mr. Prospect I know you know a lot of people, people you work with, play with, etc.. And as you realize my business is meeting people and sharing ideas with them, like I shared with you today. Do you feel that you gained some insight about financial planning (or what ever product you sell?) (now gently slide those 3 referred lead cards in front of you with pen in hand) Mr. Prospect if your were in my shoes, who would you go out and want to share some of the ideas i shared with you today. Who is first person that comes to your mind? Who would you call to go out to dinner with, play golf, fish, hunt, etc. (give couple choices here, help him/her) Then shut up and let him think. His/her mind is now working, thinking, searching. When he blurbs out that first name, write only the name down on the top of card and slip second blank card to top and then say, who else?, after second name, you say who else? And go to third card, who else? (keep other cards available because sometimes the spouse will start providing names or he/she will continue with other names. After they stop giving you names whether it is one or seven, then come back to the body of each card and say, can you tell me a little about Mr. Friend, where does he work, etc. (see card) Handling Objections:Sometimes objection may come up such as:"Well I really don't know anyone." In that case I would say....Mr Prospect, sometimes we put the names of people in our phone book, I would ask spouse to get their phone book and see if that might help them think of someone. Another objection is "I don't like to give names out," in that case I would say Mr. Prospect I can appreciate that, however I found from past experience that many people I have been referred to were greatly appreciative of seeing the type of work I do, (just like you were today, keeping in mind that you were referred by John Q. Prospect.) Sure, by now your saying wow, this takes a lot of time. Yes and that's because it is a selling situation using a proven presentation. If I ended up with 3 referrals and did not sell this prospect anything, guess what! I still made $510. Remember each card was worth $170. Get the right mindset.
Mail those cards out asap. Once you get completed referred lead cards from client , it is imperative they be sent out within 5 days. They are like a hot potato. After 5 days they cool off fast. During this 5 day period the referral will probably come into contact with referrer and he/she may set the stage for you. Many times when I called, the nominator had already set the stage for me.
Phone calling those referrals:Now let’s make the phone call: Mr. Referral this is Mr. Agent. I recently sent you out a referral card from john prospect, I am giving you a courtesy call to see if we can get together sometime and show you the type of work I do. Our first get together is to first find out if there is anything we have in common. I am always looking to meet new friends, are daytime or evening appointments best for you? Shut up and wait for response: Why this works : What is the psychology of this process? It is because we have made it simple for the prospect. How? Quite simply we simplified a complex question (who do you know) which encompasses the entire spectrum of people he knows, to only asking for one name, and helped jog his/her memory. Then we go who else, who else, etc. (one name at a time) Most agents ask the generic "who do you know" and this encompasses the prospects full arena of people and blurs his ability to come up with anyone. That is usually why you will get no names. But by starting out and asking for one specific name, it keeps it simple. Think about it. Go To
Appreciation Dinner Concept
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