Objection: "I don't like handing out people's names without their permission."

Agent: "I can understand your reluctance, Tony, but let me ask you something. If your neighbor or a business associate walked in right now, you'd introduce us, wouldn't you?"

(Wait for a response, then say...)

"Well, what I'm asking is for you to indirectly introduce me to people who fit my profile and might benefit from the work I do the way you have. So, for instance, who have you met who just moved into the area? Who lives next door? Across the street?"

Objection: "I'd rather you let me contact them first."

Agent: "I'd actually prefer that, too. How about giving them a call right now. Or, I can suggest a really effective letter of introduction, which you could send for me as an e-mail or snail mail. Would you do that if you can't reach Pam and Jerry now?"

Objection: "I'm uncomfortable referring insurance advisers to other people."

Agent: "I increase my business the same way most business people do: by doing a good job for my clients and hoping they'll spread the word about the work I've done. So, if you feel I've done a good job for you, I'd appreciate your assistance. If a formal referral really bothers you, let's just make it a casual introduction, and I'll take it from there. You'd introduce me to Heather and Jim if we met socially or if they were here with us now, wouldn't you?"

Objection: "I don't think I know anyone who needs your services right now."

Agent: "I can appreciate that. A month ago, you didn't know you needed them either!"