• Finding names in fact-finders, applications, and other sources. When reviewing a fact-finder and application, for example, you'll see that at least 10 or 15 names are available from these sources. Ask for on-profile referrals by feeding these names back to the prospect or client: "When we were going through our data sheet, you mentioned Hedda Frankel, your attorney. She sounds like someone who would fit my preferred profile."

When to Use:

- Fact-Finding Interviews
- needs and wants Analysis
- Closing Interviews
- Plan Reviews

• Ask prospects: "Who lives next door? Across the street? On either side?" Feed these names back later to create on-profile referrals and introductions. This produces dramatic results, since you can get five or six names with a few simple questions. It works, too, in apartments, condos, and the small-business market.

  When to Use:

  - Opening Interviews
  - Fact-Finding Interviews
  - Delivery Interviews
  - Closing Interviews
  - Plan Reviews

• Ask for on-the-spot introductions. An on-profile referral is good, but an introduction is better, and an on-the-spot introduction is best of all. When you get a few names from a satisfied client or prospect who is excited about working with you, try this:

  "Thanks, this is great. I'm especially interested in meeting Mary and Henry Tanaka. Could you get them on the phone and introduce me? All you have to do is break the ice. I'll take it from there..."

• A personal introduction is very powerful. Further, by getting policyholders and clients actively involved, they see how they are instrumental in building your business. Have fun with this technique.

  When to Use:

  - Opening Interviews
  - Fact-Finding Interviews
  - Delivery Interviews
  - Closing Interviews
  - Plan Reviews

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