Twice a year, we’ll hold referral appreciation parties. If they referred someone to me in the last six months and we actually met, whoever referred them gets to come to the party. It’s usually a themed event, and we raffle off something significant.

For example, one of our parties was held at a winery, and the gift was a trip to wine country in California. Once you do a couple of these, people start asking themselves, “Who can I refer so I can go to the next event?”

Editor’s Note: The preceding tip was taken from “The 3 Keys to Practice Growth,” a column by David J. Scranton, CLU, CFP, CFA, that ran in the August 2009 issue of Life Insurance Selling. To read the full article, click here.

To read last week’s Tip of the Week, click here.

For more advice on referrals, see:

Calling your new referral prospects

The power of permission marketing

Use referral events to meet new prospects