Try This: A referral is good, but an on-the-spot introduction is better. So, when asking for names, don't hesitate to ask clients to pick up the phone and introduce you in person. If the prospect objects, say this:

Agent:

"If Gary were to come in right now, you'd introduce us, right? All I'm asking for is the same courtesy with a telephone call. If you'll just break the ice, I'll do the rest."

Back to Top | Next

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

81