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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:

Dear__________:

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

Client Name

Date

Address

Agent’s Name

Dear Valued Client:

When you applied for long-term care insurance coverage, you joined thousands of satisfied people who have taken this important step to help protect their assets.

Our clients purchase this insurance protection for many different reasons. Please rank the following reasons, using the number 1 for the most important reasons and the number 5 for the least important.

___ I don’t want to be a burden to my children, spouse or family.

___ I want to help preserve my assets for my spouse.

___ I want to help preserve my assets for my children to inherit.

___ I believe in insuring my major risks.

___ My health could deteriorate and I might need long-term care.

___ I don’t want my hard-earned savings used to pay for my care.

___ The coverage will help protect my spouse from financial hardship.

___ With this insurance I can help maintain the quality of my care.

___ Long-term care was the only risk left that could deplete my assets.

___ I do not consider Medicaid to be a viable option to pay for my care.

I feel that the following friends or relatives may have some of the same concerns. Please contact them and give them information about long-term care and funding options. (He then asks for the name and contact information of three referrals.)

Your client’s friends may have many of the same concerns about LTC.