One of the greatest amazements in my 30 plus years in this business is the financial professionals’ inability to obtain referred leads. Is it an inability or a refusal to attempt to obtain these nuggets of gold? Today’s advisors will spend tens of thousands of dollars in seminar costs to get new “leads”. Is there, or has there ever been, a better lead than a referred lead?
Professionals obtain their leads through referrals and there is no reason we shouldn’t as well. But, how do you get back in the referred lead business? Is there a system? You bet there is…
Obtaining referred leads is an art. I was fortunate to have excellent training as a career agent with American General, and this was “the” way I obtained my clients. Yes, I did direct mail and seminars (hard to believe seminars were also conducted in the 70s & 80s). Many think they are a new phenomenon. I built a large agency on this method and the process is basically the same. Every client should provide you with three to six referrals per sale. Unsold prospects should give you one to two. Centers of influence should provide you with more, and strategic alliances with other professionals should yield additional leads. The professional advisor should devote part of each day to prospecting - and, prospecting via referred leads is money in the bank.
I referred to obtaining referred leads as an art. That is true but it is also a science. With a downturn in seminar attendance, with the press writing about free meal seminars and with the problem of the Do Not Call List … don’t you think it is time to get back to basics? The Ohlson Group understands the process and teaches it to our field associates. There is a system, we employ it and we can teach it. So, if you are looking for a teacher, give us a call. Operators are standing by.
Professionals obtain their leads through referrals and there is no reason we shouldn’t as well. But, how do you get back in the referred lead business? Is there a system? You bet there is…
Obtaining referred leads is an art. I was fortunate to have excellent training as a career agent with American General, and this was “the” way I obtained my clients. Yes, I did direct mail and seminars (hard to believe seminars were also conducted in the 70s & 80s). Many think they are a new phenomenon. I built a large agency on this method and the process is basically the same. Every client should provide you with three to six referrals per sale. Unsold prospects should give you one to two. Centers of influence should provide you with more, and strategic alliances with other professionals should yield additional leads. The professional advisor should devote part of each day to prospecting - and, prospecting via referred leads is money in the bank.
I referred to obtaining referred leads as an art. That is true but it is also a science. With a downturn in seminar attendance, with the press writing about free meal seminars and with the problem of the Do Not Call List … don’t you think it is time to get back to basics? The Ohlson Group understands the process and teaches it to our field associates. There is a system, we employ it and we can teach it. So, if you are looking for a teacher, give us a call. Operators are standing by.
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