Make Copies, Get Referrals

  • Originally published December 5, 2012 , last updated January 11, 2016
Make Copies, Get Referrals

You’ve just sold long-term care insurance (LTCi) to a client. Now wouldn’t it be great if before they left your office, they called five friends and told them to do the same? That’s not likely to happen, but you can get referrals from clients with just a little extra effort on your part.

Bottom line: you have to ask.

In addition to the policy delivery documents, include extra copies of the summary of benefits from the policy your client has just purchased. You’ll want to attach your business card to these extra copies. Attach a copy of the carrier brochure that you just sold your client. Compliment your client on the fact that they just made a wise decision for their family with their purchase. Lastly, suggest to your client that they share this document with other advisors such as attorney, CPA, family or even close friends who either need details about your client’s plan or might just benefit from the information. This creates a meaningful referral opportunity.

Just how meaningful? According to a survey by The Nielsen Company in April 2012, a staggering 92% of consumers around the world say they trust earned media, such as word-of-mouth and recommendations from friends and family, above all other forms of advertising.

Providing your clients with materials to share with people they know, who might also have questions about LTCi, is a way to grow your book of business while helping people who might not have found you otherwise.