When you want more clients, you often need to ask current clients for referrals. However, asking for these referrals can be distressing. Just know that you’re not the only person who feels this way, as many final expense agents feel the way you do. Many fear that asking for referrals of current clients will damage the relationship they have with them.

Yet, it’s important to remember that the more clients you have, the better financially it is for you. Based on a survey conducted by Strategic Impact, 80 percent of investment and insurance professionals rely on client referrals to generate new business. There are five ways you can gain more client referrals without compromising your current clientele base.

How To Gain New Clients Through Existing Client Base – Five Tips On Selling Final Expense Insurance To Assist You In This Referral Endeavor

Tip 1 – Send Personalized Cards/Letters/Notes To Existing Clients

If you ever want referrals, consider making an effort to stay in touch with your clients, especially at special times. This includes birthdays, anniversaries, birth of a child, etc. Sometimes the card or letter can just be a touch base, here’s what we are doing type of thing on your end. At the bottom of each of these letters, you’ll want to make a postscript letting them know if they have any questions regarding your policy to please give you a call.

By staying in touch, you give them a reason to want to refer your services to family, friends and co-workers. When you come across as a friend, they are also less likely to cancel your services. If you let the insurance company handle these correspondences, they are less likely to stick with you and refer anyone to you. In fact, these correspondences may end up in the trash without ever being read.

Tip 2 – Communicate In Your Client’s Language

When you’re trying to retain or obtain business, the best way to do this is to communicate in your client’s language. The more you’re able to do this and set aside any fears they have about referring you to other people, they more open they’d be to give you those referrals. Be honest with them that giving you referrals helps the growth of the business and that you would like their help to develop it. Gently and cautiously remind the clients what benefits they receive and if they believe anyone else could benefit from them.

Tip 3 – Prove Your Own Value To Your Clients

Sometimes gauging how your client communicates is a bit difficult. For that reason, you’ll need to ask your clients how they believe you are doing and where you can make room for improvement especially when it comes to your business relationship.

If your clients answers with positive remarks, then it may be time to ask them if they could refer anyone who would also benefit from your service, as they have. However, should they answer with negative remarks, you may want to wait on asking for referrals; they are less likely to give you any if they are unhappy with your service, for whatever they are discontent.

Tip 4 – Take Advantage Of Personal Meetings With Your Clients

Sometimes you’ll need to get into personal contact with your client. This is an excellent time to ask them for referrals. Make sure you go through their policy first before you get too “trigger” happy about asking for referrals. Remember to highlight your successes and point them out when asking for these referrals. Make sure you write down the names and contact information so you can start selling your pitch to a potential referral.

Tip 5 – Practice On Clients Who You Consider Low-Risk

Remember the phrase, “practice makes perfect”? You’ll want to apply this when you’re trying to gain referrals; the more you do it, the better you’ll get at asking. However, you want to start with clients who won’t have a major impact on your business should the relationship turn south after your asking for referrals. After you’ve gained a few referrals, move up the medium risk clientele and try again. Be sure you’ve perfected your speech before trying it on those who are very high risk for your business.

Now, as an insurance agent, you no longer have to fret when asking for referrals from your customers. Apply the five tips above, find a method that will work for you and you’ll be gaining your referrals and new clients in no time.

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