1. Create a referral presentation.
2. Give your referral presentation the same weight that you gave your sale and complete that presentation at every closing appointment.
3. Follow up with the referrals, as you promised.
4. Call your clients back and thank them for the referrals who became clients. You will find that not only will they be appreciative to know if their referral is doing business with you, they will give you more referrals because of the success.
–Timothy J. OConnor
Reproduced from National Underwriter Life & Health/Financial Services Edition, September 10, 2001. Copyright 2001 by The National Underwriter Company in the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.