One of the best sources of prospects is referrals or introductions from clients who are enthusiastic about you and your services. Some advisers ask for referrals at the close; others wait for the delivery interview. Either way, you should ask for referrals, and keep asking for them, as long as you're doing business with your clients.

Try This: Here's a referral presentation for advisers who are just entering the business and professional market.

Agent:

"Now that you know something about the work I do, I'd like to ask for your help. My business grows the same way most other businessowners and professionals develop theirs. That is, through referrals from clients who are pleased with my services.

"I'm expanding my practice to include other businessowners and professionals who fit a particular profile. If I were to describe this profile, could you tell me about the people you know who fit it?

"Basically, Im' looking for three people who...

"... own and operate successful, financially stable companies or professiomal practices."

"... are decision-makers or can put me in touch with those who are."

"... have needs or concerns, which I can address with my products or services, or would be interested in using business dollars to meet some of their personal financial goals."

"... are people with open minds who I can approach on a favorable basis."

"I'd like to borrow the prestige of your name as an introduction to three of the businessowners or professionals you know personally or have done business with who fit that profile. My purpose will be to show them the type of work I do and see if it has any merit in their cases, either now or later. With that in mind, who are three businessowners or professionals who fit that profile?"

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