How to get Insurance Referrals

Insurance Referrals

As a licensed insurance agent, I often asked myself

How do I ensure long-term success in the insurance industry?

Very simple…If you ask for referrals, you will receive them. This may seem simple, but often times it is the least favorite and most forgotten task to accomplish when selling insurance. Some may think that asking for referrals is intrusive or uncomfortable, others have no problem asking, but are quick to blow it off when they hear any version of “no.” Whatever the case, these individuals often times end their insurance careers prematurely because they just can’t find enough customers to keep selling…and there in lies the dilemma with a successful insurance career.

The truth is that asking for referrals is the life-line to any successful sales career and it should become a natural part of your insurance presentation. Everyone knows someone who needs insurance.

5 Simple ways to get Referrals

1.  Ask before, during, and after your sales presentation…sale or no sale!

As important as a sales is, referrals are more important.  It is also common for someone to be thinking of others who can use what they are currently thinking about.  Often times, I had clients offer referrals simply because I was being very informative and helpful and they simply thought of someone else they knew that needed the same service.  Everyone knows someone who has or needs insurance…there is no harm in asking to help others!

2.  Follow up with your clients

A great opportunity to ask for a referral is during the servicing stages of an insurance policy. Servicing the policy starts with policy delivery. Whether you deliver the policy or not, a follow up phone call is a great opportunity to ask for a referral. Whenever a client contacts you or when the annual renewal notice is mailed to the client you have another great opportunity to follow up with asking for a referral.  Clients already have trust in you at this point and are comfortable recommending others to you as well!

3.  Advertise Yourself

There are several ways to advertise your services including email, website promotion, blogging, and simply handing out business cards. Often times, the personal approach works much better due in large part to the importance of building rapport and trust with an individual.

4.  Purchase Leads

The insurance industry has several ‘leads vendors’ from which you can purchase leads.  Some of the larger insurance leads vendors include:

5.  Use a ‘Transaction-based Referral System’

Here’s an interesting approach on how to get referrals.  David Frey, President of Marketing at Best Practices Inc. exclaims,

Institutionalize (the) referral process so that it happens consistently. Give an incentive for your customer or client to give you a referral. Then start watching the referrals pour in.

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National Online Insurance School

National Online Insurance School is a full-service life and health insurance education provider with services available to individuals and agencies nationwide. As a state-accredited insurance education provider, our courses satisfy state credit hour requirements and prepare you to take the state insurance exam.
  • Scott S.

    Hello! This is my first comment here so I just wanted to let you know that I though your tips on getting referrals has helped me greatly as I normally don’t ask to often for them.

  • Rick S.

    Referrals!!! I love getting them because I love asking for them. This post explains how I feel as well regarding asking for them and what I do to get them. I like how you mention to include asking as part of the transaction process. Make it a natural part of your presentation and ask with confidence! Great post!

    • Frank Fulton

      I couldn’t agree more! I liked the tip on incorporating it into my normal presentation. I think the more I ask throughout my pitch, the more likely I’ll get a referral. I agree that getting referrals is more important than the sale. After several years of selling insurance, word or mouth through clients has gotten me to where I am today.

  • Jimmie Halburnt

    Hi. I wanted to drop you a quick note to express my thanks. I’ve been following your blog for a month or so and have picked up a some good info.

  • Dana Obrushin

    Good article, it was helpful to find the leads websites all in one place. Thanks for the advice on getting more referrals!

  • Ronald z

    Thanks for the referral tips in this post. I am a newly licensed agent and appreciate the info on attaining more clients! Any advice on selling life insurance would also be helpful!

    • Ronald, check out our recent blog on life insurance titled: “Selling the Correct Amount of Insurance”

  • R M

    I appreciate your blog and have subscribed to your rss. Tips on getting more referrals is the an important topic for us insurance agents.

  • Jennifer Alveo

    Great Post. I too worry about getting future clients, and often don’t ask as much as I should for referrals. I added this post to my bookmarks to refer back in the future.