What You Need to Know
- You know who you are.
- Prospects may not know who you are.
- A printed reference list gives prospects a way to verify that you can help them.
I have used one simple, extremely valuable tool for years and can attest to its power. This tool has resulted in untold millions of sales and has given me much credibility with new prospects.
I am speaking of a personal reference list.
I always had a reference list I would either leave with the prospects or mail to them afterward, if I thought there was a glimmer of hope for getting future business.
Think about it: We as agents meet possible clients and, for a few minutes, try to build a relationship. That initial meeting is where we try to gain their trust enough to talk about personal issues, such as their retirement planning and other life issues.
To achieve something so difficult, I must rely on all available tools. The reference list is one of the best.
I keep the list to about 25 names, and I include business or day numbers when possible.