Try this: An on-profile referral is good, but an introduction is better, and on-the-spot introductions are best of all! 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 is for the same courtesy with a telephone call. If you'll just break the ice, I'll do the rest."

Getting on-profile referrals without really asking for them

Here's another way to get on-profile business and professional market referrals:

Try this: Show your client a list of businessowners and professionals you'd like to meet. Then say...

Agent: "I have a list of names I'd like you to look over. Do you know any of these people? Do they fit my preferred client profile? If so, what can you tell me about them?

(Wait for a response. Make notes on prospect cards, and then say...)

"Would you mind if I mentioned that we do business together when I contact them?"

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