Something that has been a great help to me is a referral sheet I developed. I leave this sheet with my clients at the point of sale and ask them to consider referring me to people they know.

The message at the top of the sheet is, “You can be a real help to me. Perhaps you are not aware of the fact that 90% of an agent’s time is spent prospecting for new clients and 10% on client service. Through this prospecting approach, I am attempting to change these percentages so that existing and future clients will benefit further from the service I wish to give.”

In the middle of the page are six large blocks, which give the clients lots of room to write down referrals. I leave the sheet with the client at closing and pick it up when I deliver the policy. On average, I get three to four referrals per policy delivery.

Editor’s note: The preceding Million Dollar Sales Idea was originally published in the August 1989 issue of Life Insurance Selling.

For more Million Dollar Sales Ideas, click here.

For more on referrals, see:

Better prospecting: How to obtain quality third-party referrals

Generating Referrals

3 steps to developing a successful referral system