Why Is the Referral Process the Most Powerful Way to Sell?

Without question, selling through referrals is the most powerful way to build your practice; not to mention the most enjoyable. Producers who really love prospecting for business through cold calls are rare birds. My guess is that you're not one of them. In this age of voice mail, increased competition, and everyone being super busy, cold calling has become less effective.

Bob Kerrigan, one of the most successful agents alive, says, "The way of the world is to meet people through other people. And the referral is the warm way we get into their lives."

CAN YOU DO BUSINESS AT A FAMILY EVENT? by Bill Cates You can - but be very careful! If your friends perceive you as trying to do business at a wedding, it could hurt your chanc...

Dear (Customer Name), I'm writing you today for two reasons: one, to thank you for being a valued customer of [Your Agency Name] and, two, to ask you for a favor...

The previous article (Creating A Successful Plan For Marketing Commercial Lines Part I), presented information about the matrix of the agency book of business, the review of the book of for account development, and a review of company programs and products. In this second of a three-part series, Jack Fries focuses on selecting a proper market.

COMPENSATING THE CROSS-SELL by John Jaques A simple method for cross-selling employee benefit coverages to Property/Casualty clients is to establish a disciplined program for the ...

CONVERT PROSPECTS TO CLIENTS by Bill Cates Many factors go into converting a prospect into a client. However, theres one factor that most people who are trying to make the ...

CREATE A lsquo;ONE-PAGE BRANDING SHEET TO ACQUIRE MORE REFERRALS by Maribeth Kusmeski A one-page brand overview can be incredibly helpful in guiding potential referral sources...

CREATING A LEGENDARY AGENCY by Al Diamond A 'legendary' agency is one that loses customers only when the customer dies, moves, or sells the business. It has a regular, measurable flow o...

CREATING SAFE AND EFFECTIVE INTRODUCTIONS by Bill Cates If youve been following my strategies for a while, you know that I view the word referrals as a for int...

CULTIVATE RELATIONSHIPS TO CULTIVATE SALES by Maribeth Kusmeski Cultivating relationships proactively is often an afterthought. Were just too busy trying to get through the workloa...