fbpx

The Painful Truth about Insurance Referrals

The Painful Truth about Insurance Referrals

The Painful Truth about Insurance Referrals

What better way to meet a prospect than with a personal introduction from a client right?

You would think so.

But even if your client promises to tell them what a great job you’ve done — it doesn’t necessarily mean the new prospect will be eager to hear from you.

After all, there’s a REAL difference between a referral that uses vague generalities like . . .

“Julie’s a great person,” or “I think this guy can help you”  — versus EFFECTIVE recommendations that tell a real story.

So what if there was an easy 5-step sales process for you to get more new business? 

 

Well there is and it’s called Red Hot Introductions®.

 

If the traditional “referrals game” isn’t working for you, here’s a more effective solution.

Using SODAR to get the best story told from your clients

SODAR is an acronym for a process you can use to jog your clients’ memory about:

 

      • What a great job you have done 
      • Coach them to introduce you in the best possible way 
      • Make sure they call and report back to you on the results

1. Situation. 

 

“Remember the situation when we met, Paul? 

 

What were the issues that made you consider working with us?”

 

 

 

2. Opportunity. 

 

“Why did you see us as an opportunity? 

 

How did you think we could help you? 

 

Was it the problem you had and how we approached solving it?”

 

 

 

3. Decision. 

 

“When you made the decision to hire us, how did you assess us? Is there one thing that stands out in your mind?

 

 

 

4. Action. 

 

How has it gone since then? 

 

Did we take the right action? 

 

Do you remember the specific steps we took to improve things?

 

 

 

5. Results. 

 

“What have been the results? 

 

Did they affect the bottom line? 

 

Productivity? Sales? Efficiency? 

 

Can you quantify the difference working with us has made for your business?”

  •  
  •  

So if you’re struggling to land a prospect that your current client knows, try these strategies instead.

And if you’ve never had the confidence or know how to ask your clients who they know — then order your copy of Red Hot Introductions® here.

Just in time for those client renewals . . . or should I say opportunities?

 

Randy Schwantz, CEO/Founder

The Wedge Group

 

SALES TRAINING FOR Insurance PRODUCERS:

 

EXPERIENCE The Wedge Workshop  

 

 August 18-19  (9am-5pm CDT) 

 

*Live Online Class via Zoom

 

Get daily tips sent to you from Randy Schwantz

. . . So you can finally stop settling and start growing BIG

No Comments

Post A Comment

STOP SELLING & START WINNING AT 
The Wedge Workshop For Producers

 

LIVE CLASS VIA ZOOM:

 

AUGUST 18-19

 
 

 

*9 AM – 5 PM CDT

 

*Use promo code SAVE300 when you checkout (ends June 1st)

*FREE webinar for agency 

principals + owners

*Bonus:  3-Step Growth Simplified Playbook