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8 Simple Ways to Get More (and Better) Client Referrals

Posted by www.psmbrokerage.com Admin on Thu, Nov 02, 2023 @ 11:17 AM

8 Simple Ways to Get More (and Better) Client Referrals8 Simple Ways to Get More (and Better) Client Referrals

I know some people who hate asking for referrals from their clients for fear of disturbing them or asking for “too much.” I understand the mentality, but I believe it is wrong.

When you get your clients to promote your agency in a simple and uncompromising way, it’s doing them a favor. Why? Referrals are what we might call social currency. We all like to recommend companies and quality products because it is a way to help each other.

Unfortunately, many insurance agents never properly prepare and train on how to request referrals in an effective and convenient way for both parties. This can lead to interactions like the following:

Agent: “If you are satisfied, could you maybe give me the names of three people who could also benefit from my excellent service?”

Customer: [uncomfortable pause] “Oh ... um ... well ... I guess you could call my ... I really don’t have phone numbers with me now ...”

Agent: “Sorry, but can you think a little harder about a few people before we end our meeting?”

I do not want your clients to lose the opportunity to make referrals, but at the same time, you shouldn’t have awkward conversations.

Here are eight ideas for generating great referrals:

  1. You must change your mentality. Stop believing that you are “asking for referrals” and imagine this instead:

“I am helping my clients increase their social status by facilitating the recommendation of an agency that is easy to work with, cares about clients and can save money for their friends.”

If you do not convince yourself of this, your problem may be more complex than simply needing referrals.

  1. A referral bonus program is a system whose goal is to give value to clients who refer your agency. You can include different ideas, but the most important thing is that it must be a standard procedure, replicable and easy to implement. Having this program offers many advantages.

» It will be easy to explain and replicate for your clients.

» You are less likely to have an unwanted referral.

» You can develop promotional material for your products (brochures, etc.).

» Your clients will have an extra motivation to refer you and will be more willing to do so.

  1. If your clients do not have your contact information with them, they will be unlikely to refer you to their acquaintances. Initially, be sure to be among your clients’ telephone contacts. Then meet their family members and also have them in your phone. Work on this until each member knows you.

Explain to your client the benefits of having their family members know your contact information in case of an emergency. This can even be done as early as the first sale.

To the client, it will appear that you will be available to them at all times. For example, if you sell a policy to the mother of the family and she experiences an emergency, it’s important for other family members to have your contact info.

  1. Make business cards with additional space to place “Referred by ___________.”

In the blank space, write the name of your client and give it to them to pass to their contacts.

  1. One reason why your customers hesitate to refer you is because they do not want to look bad if they recommend your services and you are not the right fit for that person.

Eliminate that risk by explaining the types of clients you serve and what you can offer them.

Be careful about describing your clients with a profile different from theirs, as it will make them doubt if they are with the right agency.

Here are two exercises that illustrate my point.

Exercise 1 — Ask your client: Excluding your co-workers or family, think of someone you know who would be happy to make sure their loved ones are protected, or to have a financial plan for their retirement. Take time until you have thought of someone.

Exercise 2 — Now think of a neighbor who would be happy to have those same services. The first question is more difficult to answer because the client will not know whom to refer.

The second question has fewer options, and I bet you yourself imagined your neighbor thanking you for helping them.

The point is, when you ask for referrals from your clients, ask them to think about a specific group of people from which it is easier to choose.

  1. The email signature is a block of text that automatically appears at the bottom of your messages. Most agents have their contact information and maybe a link to their website.

This block of text is a good place to request referrals, because your client will be reading the email and can forward the information to their contacts.

Use “Fwd my contact information” as your action message to remind the reader how to recommend you and above all, invite them to do so.

  1. When you receive referrals from a client, post it on your social networks for everyone to see while you thank the person who gave it to you.

This accomplishes many things. It shows how much you appreciate their confidence in you. This will increase your chances of getting more contacts, and your social media followers will be able to see this.

It also reinforces to your existing clients that other people are so happy with your services that they are inviting their friends to get to know you. This social test will improve customer perception and retention.

  1. LinkedIn has an interesting tool that can help you identify referrals. When you look at the profile of someone you do not have in your network and you are connected by a third person, LinkedIn will show you who that third person is.

This means that you can send a casual message to the person you’re connected by to request to be introduced.

Obviously, a lot depends on your relationship with that third person, but you never know what you can achieve by trying. Now it is my turn …

If any of the ideas presented in this article are useful and you know someone who might appreciate it, please share it.

You will be helping two people with a minimum of effort. Happy hunting. 

Source: http://www.insurancenewsnetmagazine.com/article/8-simple-ways-to-get-more-and-better-client-referrals-3355#.WbbtJ9J4eHs

Tags: Referrals, Lead Generation

Lead Generation Advice for Today’s Savvy Agents

Posted by www.psmbrokerage.com Admin on Thu, May 11, 2023 @ 10:01 AM

Lead Generation Advice for Today’s Savvy Agents

The number one question facing agents in today’s complex lead generation environment is, “what lead generation technique is best?” What we’ve learned is that the most effective Medicare lead generation approach involves a smart mix of techniques to attract, engage, and nurture customers across a variety of channels. This approach ensures you are reaching customers in the places and spaces where they're most comfortable communicating. Remember: be where your customers are.

EMPATHY IS POWERFUL

The most successful agents start with a compassionate understanding of a customer’s life journey and demonstrate empathy and knowledge.

People eligible for Medicare can find navigating the process complex. Therefore, it's critical to employ a comprehensive approach to building a thoughtful content strategy to communicate and inform. Effective lead generation starts by providing your target audience with education. Approaching your content marketing strategy by understanding the customer journey and motivations puts you in a stronger position to answer the most meaningful questions.

YES! THE AGING POPULATIONS ARE ONLINE

Traditionally, conventional marketing materials such as direct mail, print ads, referral programs, and educational brochures were sent directly to the customer’s home address. TV or radio spots were market-specific, but still targeted customers in their hometowns. Over the past ten years, a different dynamic has emerged.

It’s no secret that the internet has changed everything, and social media platforms are now viewed as the primary source of mainstream news and information across all age demographics, even the aging population.

The adoption of social media by the aging population can supercharge your online marketing efforts when they are shared with your target’s entire social networks, exponentially expanding your potential customer base.

BE BOLD, GET CREATIVE!

Building a content strategy is the process of establishing your personal brand, defining your relationship goals with target audiences, and creating a plan to deliver valuable and engaging content.

There are six key steps in developing a robust, effective content strategy:

  1. Determine what you want to achieve with content and define your goals
  2. Identify what your customers are looking for and build your content around this critical question
  3. Review your existing content bank to identify what you can reuse to build credibility and bring customers into your funnel
  4. Create an annual content plan, and outline the types of content you'll create and the channels you'll use to distribute it
  5. Establish your space. With your plan in place, start creating your content. Make sure it is high-quality and engaging, and always relates back to your target audience
  6. Analyze and optimize: Regularly track and measure the performance of your content and adjust your content strategy based on these insights

Most agents make the mistake of thinking of offline and online marketing as two entirely separate marketing approaches. The most-successful agents understand that using precise online data is a force multiplier for boosting the effectiveness of traditional
Medicare lead generation campaigns.

IF YOU READ NOTHING ELSE, READ THIS!

  • Medicare lead generation isn't about whom you reach; it’s about what you teach
  • Understand your target audience and their life journey. Remember that a small amount of empathy and understanding will go a long way in relationship building
  • The most effective Medicare lead generation approaches involve a mix of techniques to attract, engage, and keep customers
  • Establishing an online presence is essential for any business looking to reach new customers
  • Creating a content strategy is the process of defining your goals and creating a plan to deliver valuable and engaging content to Medicare eligible customers
  • Think about data differently and apply it across all marketing efforts

 

 

Tags: Lead Generation, Marketing

YourMedicare CMS Lead-Generation Guidelines

Posted by www.psmbrokerage.com Admin on Thu, Jun 02, 2022 @ 11:17 AM

Tags: CMS, Lead Generation, Compliance

14 Ways to Generate Leads - Video

Posted by www.psmbrokerage.com Admin on Thu, Nov 11, 2021 @ 04:38 PM

WHAT ARE THE BENEFITS of


14 Ways to Generate Leads

Lead Generation is the process of attracting and converting strangers and prospects into someone who has shown interest in your product or service.

For starters, exceptional lead generation comes from a relentless willingness to experiment with several different tactics, and to combine these tactics across multiple channels. It’s unlikely that you will find just one technique that will pave a path of success to your business. You will likely need to take advantage of multiple channels concurrently.  

When you put this into practice, you can use your time and budget more effectively by focusing on what works, and experience better lead generation results overall.

 

 

  • What is Lead Generation?
  • The difference between Inbound and Outbound Lead Generation.
  • Email Marketing.
  • Social Media presence.
  • Online Events / Webinars
  • Internet Leads.
  • Telemarketing
  • Effective Lead Nurturing.
  • And much more...
  •  

 

One size does not fit all when it comes to generating leads.

Experiment and document to find the best methods for your business using Inbound and Outbound techniques.

Utilize technology to help track and automate your communication with your clients and turn your lead generation into a dependable, repeatable process.

 

Additional Content:

Top 10 Marketing Ideas for Insurance Agents

7 Ways to Grow Your Insurance Business

Social Media Strategy for Insurance Agents

What are the Benefits of an Insurance FMO

What is AHIP Certification and How Do I Get it?

 

Tags: Leads, Sales Leads, Lead Generation

Four Tips to Recalibrate Your View of Modern Medicare Lead Gen and Sales Strategies

Posted by www.psmbrokerage.com Admin on Wed, Nov 03, 2021 @ 10:40 AM

 

 

Tags: Sales Strategies, Lead Generation

Tony Merwin's Insight to Selling Medicare & Insurance Successfully

Posted by www.psmbrokerage.com Admin on Wed, Mar 31, 2021 @ 10:52 AM

 

Tags: Medicare Advantage plans, Medicare Supplement, Sales Leads, Insurance Marketing, Social Media Marketing, Lead Generation, Leadership

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