10 Referral Sources Every Agent Needs

2. Your accountant.

The guiding principle behind referrals is you're sending someone to a person you trust on a personal level.

Your accountant knows your finances, and the same about their other clients.

What's next: They need to know how you help people. What do you provide besides life insurance and annuities? How about health insurance?

Professionals don't want to get into the position of sending all their business to one agent or advisor. It can look bad.

A good strategy is for them to hand their client three business cards, suggesting that they interview each agent. Can you become one of those three?

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3. Your lawyer.

Lawyers are also in the advice business.

People inherit money. Spouses die. People need a reliable income.

Estate planning might get into life insurance trusts. Long-term care insurance might fit into the picture.

What's next: If you can learn about the possible referral scenarios they might come across, talk about how you've helped people in similar situations.

Be prepared to refer business to them without any expectation or a referral coming your way.

This should be done as one professional referring a client to the best professional(s) they know.

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4. Your real estate agent.

These people are often the first point of contact for someone new to the community.

They're a referral source for the new homeowner, answering questions like: "I need a (profession)…" They know buyers who need disability insurance.

They know sellers who are getting a large amount of cash.

What's next: If you don't provide disability insurance, maybe someone in your office can help out.

Hang out together and socialize.

Let them know when you hear of people thinking of selling their house. A lot of their business probably comes from word of mouth.

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5. Your religious leader.

They might be a pastor, minister, priest or have another title.

They're frequently approached by parishioners seeking advice. They can help out in areas involving pastoral counseling, but a widower asking, "Where should I put my money where I know it will be safe?" might be out of their league. They need a safe set of hands.

What's next: Sit down with them on a slow day.

Compliment them on the job they do. Do you like their sermons? Tell them.

Assume they already have a few referral names on hand for several professions. Let them know you would like to be added to that group. If they need business cards, hand over a few.

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6. Your barber or hairstylist.

The barber who gives out investment advice is a movie cliché, but it's realistic.

The next time you get your hair cut, pay attention to what's going on around you.

It's like live theater, with actors and an audience.

What's next: Your barber or stylist needs to know how you help people, by hearing a few anonymous success stories.

Get your hair cut on a regular basis, same day, same time. You'll likely see the same people.

Join in the conversation with the waiting customers. Become part of the show.

You'll be making social conversation.

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7. Your neighbor.

This is an area where trust gets built up.

You borrow and return tools. You do each other favors. You both maintain your property.

Your neighbor could become a client, too.

What's next: You need to socialize.

Have your neighbors over a few times a year for hamburgers on the grill or drinks around the fireplace.

They need to know what you do for a living. Draw them out about their own careers.

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8. Your favorite bartender.

The bartender who interacts with customers has been a TV staple ever since Jackie Gleason was "Joe the Bartender" on TV in 1952.

This is an ideal opportunity for "If you want to do (this), then you need to talk to (name)."

They're in a position to hook you up.

What's next: Develop a good relationship with your local bartender.

That's about it.

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9. Your favorite college professor.

This can vary between cultures, but in Asian cultures, it's common to keep in touch with your favorite professors from college after graduation.

They're resources for advice and career guidance.They might ask you to offer advice to someone.

What's next: If you still remember your professors, this is an opportunity.

Go back to the college on Alumni Day. Reconnect. Restart the relationship. Ask who they keep in touch with.

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10. Your favorite charity's development director.

These people are unique because they know everyone who has money in the community.

They researched them and are actively cultivating them.

This director is present at most events for the organization.

What's next: Join the organization.

Pay your dues. Become a donor. Determine who you want to meet.

Ask your director friend if that person attends events. Can they introduce you?

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