Q. I need a method to effectively ask clients for referrals. Do you have any suggestions?
Establishing a successful system to get referrals is a great way to generate leads. Harry Crosby, a well-known sales trainer, has developed a system called the Referral Survey Approach. After he delivers the policy, he sends the client the following letter and survey:
Thank you for allowing me to be your long-term care insurance agent. I hope you never have to use this insurance, but I am sure you feel better knowing it is there if you need it.
I would appreciate it if you could take a few minutes to fill out the enclosed survey. I would like to know more about the issues that were most important to you when you purchased your long-term care insurance plan.
Please also jot down the names of a few friends who might share your concerns. I will make sure they receive information in the same professional manner that you did.
Thanks again for completing the survey and for sharing a few names with me. Please call me at [phone] if I can help you in any way.
Long-Term Care Concerns Survey
Dear Valued Client: