Process

Ask if service was of value.

Wait for a positive response.(After all, you've just placed a policy!)

Remind your client how you get paid:

1. Place business with you.

2. Provide on-profile, referred leads.

Begin mentioning names noted.

Record qualifying information.

Continue with "probes" to uncover, and qualify, additional names.

Referred Lead Presentation

"Sarah, do you feel my service has been valuable?"

"Thank you.

"You'll recall that when we met, I explained that I get compensated two ways. First, if, as a result of our work together, you decided you wanted our products or services, you'd place your business with me. You've done that, and I appreciate your trust, and I thank you, again.

"Second, if you found my service of value, which you indicate you did, you refer me to others who might also benefit from my services.

"I'd like to introduce myself to Shane DeVeaux." (Mention a family member, friend, neighbor, or business associate you noted earlier in the process who fits your profile.)

"How old is he? Is he married?" (Continue with qualifying information — address, phone number, occupation, number of children, etc.)

"When you think of other people at church (in your alumni association, at the club, etc.), who else comes to mind that... (describe your prospect profile)?"

If a client objects to giving referred leads, gently remind him or her of the agreement you made at the beginning of the sales process, and explain that all you're asking for is an introduction. You might say something like, "If Jackie Steiger walked in right now, would you introduce me to her? That's all I'm asking for — an introduction."

Be sure to conclude the policy delivery meeting by, again, thanking your client and restarting your commitment to providing service.

Back to Top | Next

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

19