10-STEP REFERRAL PROSPECTING SYSTEM: SELLING/PROSPECTING/LEADS by Bill Cates You can create a steady flow of high-qual...

A FINAL REASON TO lsquo;GUIDE FOR COMMERCIAL LINES REFERRALS by Gil Simonds In the previous article, I promised to provide one last reason to guide for referrals...

APPROACHING FRIENDS FOR REFERRALS: II by Bill Cates How do you approach friends, and others, about the work you do to get referrals? How can you go back to clients who have given ...

BEING ASSUMPTIVE WITH REFERRALS CAN HELP OR HURT! by Bill Cates There are times when being assumptive in the sales and referral process can help you help your clients. there are also tim...

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...

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.

COMMUNICATION BUILDS TRUST by Bill Cates Why we all need honest communication in our business and personal lives. In his book Just Be Honest, Steven Gaffney believes that withhold...

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 ...

DO YOU lsquo;THROW AWAY TOO MANY REFERRALS? by Gil Simonds How about this story? Has this ever happened to you? A producer I was working with was ecstatic one hot summe...