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Using surveys to generate LTCI referrals

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From the October 2009 Issue of Senior Market Advisor Magazine

Q: I need to generate more referrals but feel uncomfortable asking for them. Can you suggest a method to encourage my clients to provide them?

A: Referrals are a great way to generate productive leads. According to a LIMRA study, referrals are one of the top three ways that successful agents get leads; the other two are creating centers of influence and using your own book of business.

Matt McCann and Sean Deveau, both with ACSIA Long Term Care, have developed a very effective referral method. During the first appointment, they mention to the client that if he knows anyone like himself who shares the same concerns, they would appreciate a referral. They ask the client to think about it, adding, “We will talk when I see you again.”

They then send the client an “LTC concerns survey.” It lists 12 reasons why people obtain LTCI, and asks them to rank the top five. At the bottom of the form, it asks for referrals, and a postage-paid envelope is provided for the return. At policy delivery, they again ask for referrals.

Here is the survey Matt and Sean send.