The best sources of prospects are on-profile referrals and introductions from satisfied clients. It's a great way to meet people you don't know through people you do, since you can use the powerful leverage of third-party influence to build rapport and open doors. Of course, if a referral is good, a personal introduction is even better.

Try this! Some producers ask for referrals at the close; some wait until policy delivery. Others feel you can ask for referrals throughout the sales cycle. Later in this unit, in the section, "Getting Referrals and Introductions," you'll learn referral prospecting techniques, which can turn contact with prospects, clients, or centers of influence into prime, on-profile prospecting opportunities.

Source: Centers of Influence

"Centers" are influential men and women in your community who may or may not be prospects for you, but who are willing and able to help you develop your business. Their third-party influence, through personal introductions and on-profile referrals, can open doors you might not be able to open on your own.

Try this! Make a list of four to six potential centers of influence. Meet with them and show them your process and how you build your business. Ask if they'd be willing to meet with you periodically as part of your unofficial "board of directors" and suggest the names of on-profile people you should contact. Plan to meet with at least one center of influence each week.

Centers of influence should be contacted and asked for on-profile referrals several times a year. Breakfast or luncheon meetings are a good time to approach centers of influence. Sometimes, "centers" may even invite qualified prospects along. Keep centers informed about the results of their introductions or referrals, which automatically opens the door to ask for more!

Your initial approach to a prospective center of influence will depend on how well you know the person. Here are some ideas to start with.

Agent: "I increase my business the same way as other business people, that is, by getting introductions and referrals from satisfied clients. But I also ask other people, such as you, who know me and have confidence in my abilities, and who are willing and able to help.

"Basically, the type of clients I'm trying to develop are stable, responsible individuals and businessowners — the kind of people you'd want to do business with. These people have "wants" and frequently need financial products and services; have an open mind and a sense of urgency about resolving their concerns. I'm pretty sure you know people who fit the bill. If I can make contact with them, the rest usually comes pretty easily.

"Is there any reason why you won't let me buy you lunch every so often and ask for your help? Think of it as being on my unofficial board of directors!

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

"Great! Who can you think of for starters who (describe your prospect profile)?"