When you first met with the prospect, you explained how you were compensated (product sales through referred leads). You asked for the prospect's agreement that:

• If a need/want was uncovered, the product(s) would be purchased from you; and
• If the prospect felt your service was of value, he or she would refer you to others who fit your profile, and might benefit from your services.

Here is another opportunity to collect on that second promise!

Successful advisers agree that on-profile, referred lead prospecting is the most effective prospecting method available to most any professional.

• It allows you to spend more time selling. That's a much better ratio of contacts to scheduled meetings obtained, because the on-profile referral is more receptive to your request for a meeting.
• You can qualify your on-profile prospect more completely in advance. The more you know about a prospect, the better you can tailor your approach to appeal to the prospect's likely needs and wants.
• You obtain a better quality on-profile prospect.

Obtaining on-profile, referred leads is continuous throughout the sales process. As you're completing the fact-finder, be alert to names that emerge in the conversation. In a natural, conversational manner, ask about family, friends, neighbors, other advisers, and business associates who fit your profile.

Once the policy has been reviewed and accepted by your client, you may want to continue along the following lines (or by using the Cotton System "Business Development Plan" or another referral presentation we saw earlier in ON-Trac II, Unit II, Market Development & Prospecting).

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Ohio National is not affiliated with, nor does it endorse or sponsor, any particular prospecting, marketing or selling system.

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