AUTO DEALERS - 'WE UNDERSTAND YOUR BUSINESS' NO ONE KNOWS YOUR BUSINESS BETTER THAN YOU Dear (Customer Name): Every business is special. In the auto dealer business, you have your own t...

AUTOMATED TO SHOP ALL COVERAGES LET US DO YOUR SHOPPING Dear (Customer Name): Whether it's for Automobile, Homeowners, Boat, or any other type of insurance, we shop the market...

BANKS AND INSURANCE: DO YOUR DUE DILIGENCE by Fred Dent The power of the Internet as n information resourc...

BASIC FACTS ABOUT REGISTERING A TRADEMARK Part 3 of 5 FILING REQUIREMENTS Before completing an application, read the instructions carefully and study the examples provided. Er...

BASIC STEPS FOR PUBLICITY 1. Choose only one person from your agency or organization to contact news media. Two persons contacting the same newspaper editor or program director will create confl...

BEFORE YOU SELL-SELL-SELL, MARKET-MARKET-MARKET! by Emily Huling It's 8 o'clock Tuesday morning. You have your prospect list in hand. Every Tuesday and Thursday you diligently put aside t...

BIRTHDAY LETTER Dear (Customer Name), Just a quick note to wish you a very Happy Birthday from the Personal Insurance Department of the (Your Agency Name). More often than not, we seem to be wr...

BOTTOM-LINE APPROACH Dear (Customer Name): PUT OUR 'BOTTOM-LINE APPROACH' TO WORK FOR YOU! If you do, you'll have the most accurate, scientific, and comprehensive m...

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."

Many readers have been asking me for scripts that cover the first phone call to a new referral prospect. Obviously, this first call will vary greatly for a number of reasons: The nature of your business, the circumstances of the referral, and whether or not your client introduced you in some way — just to name a few.