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In today’s fast-paced world of calls, emails, and social media messages, it’s more complicated than ever to get someone’s attention. Dozens of other agents and companies are already contacting every prospect you reach out to — so how do you stand out?
That’s precisely what Matt Mocharnuk, Senior Training Consultant at Lincoln Financial, explores in “Breaking Through the Noise” sales training, available through Senior Market Sales® (SMS). The message is simple: referrals remain the most powerful yet underused way to grow your book of business.
Want to see the complete training?
Watch “Breaking Through the Noise” now on MySMS to learn how to build your referral strategy with confidence and authenticity.
To access the training, you will need to register for a FREE MySMS account. In addition to training materials, MySMS gives you quick and easy access to SMS quoting and enrollment tools for all product lines in one place, the ability to see all of your SMS contacts, and exclusive marketing materials to help you grow your business. Don't have an account? Get access here.
Why Client Referrals Matter More Than Ever
Referrals are the lifeblood of a thriving insurance practice.
Yet, while nine in 10 clients say they are inclined to continue working with their current financial advisors, only 35% of clients make referrals, according to a survey released by Absolute Engagement.
That’s an incredible opportunity gap.
When you earn a client’s trust, you’re not just selling a policy — you’re building a relationship. Referrals allow you to multiply that trust. A warm introduction from a happy client carries more weight than any marketing campaign or cold call ever could. It helps you cut through the clutter and start new relationships built on credibility from day one.
The Green Light Moment
So, when’s the right time to ask for a referral?
It’s simpler than you think. The “green light moment” happens anytime your client expresses gratitude — for example, when they say “thank you” after you’ve delivered value or solved a problem. That’s your signal. They’ve just told you they’re happy with your work. That’s the perfect time to respond with:
“I’m delighted you feel that way. Would you do me a small favor? Who else do you know who might benefit from the same kind of help?”
That small, genuine question often opens the door to new introductions, and it doesn’t feel pushy when framed as a request for help.
The 5-Step Process for Asking for Client Referrals
Here’s the simple process shared in the “Breaking Through the Noise” training that you can use immediately:
- Thank them for the thank-you — Acknowledge their appreciation: “I’m glad I could help.”
- Ask for a favor — “Would you do me a favor?” Asking creates a sense of reciprocity.
- Ask who they know — “Who do you know who might appreciate the same guidance?”
- Learn about the referral — Ask what they know about that person personally, professionally, and what they’re passionate about.
- Seek advice on the introduction — “If you were me, how would you reach out? Would you be willing to connect us?”
These five steps take the fear out of asking. They make the conversation natural, personal and effective.
Your “Why” Matters
Before you ask for a referral, know what makes you different.
Why are you in this business? What drives you to help others? When you’re clear about your “why,” clients feel it. They’ll be far more likely to introduce you to friends and family when they understand your passion and purpose.
If you’re going to ask someone to refer you, be crystal clear about what you stand for and why they’d advocate for you.
Make It Easy for Clients to Refer
Most clients genuinely want to help, but you need to make it easy for them to do so.
Offer a short sentence or description they can use when introducing you. For example:
“My agent helped me review my retirement plan and made things so much clearer. You should talk with them.”
When clients know what to say, they’re far more likely to say it.
The Bottom Line
Referrals aren’t just about growing your business. They’re also about deepening relationships with the people who already trust you. By being intentional about when and how you ask, you’ll break through the noise, attract more ideal clients, and position yourself as the go-to advisor in your community.
See the Full Training in Action
Watch “Breaking Through the Noise” now on MySMS to learn how to build your referral strategy with confidence and authenticity.
Want help from a marketing consultant?
If you would like to learn additional ways to grow your business, SMS offers the best support in the industry.
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