Start with sources list 

Producing quality referrals that convert to new customers is like any sales process.  You need to start out with a quality list.

Productive list sources include: customers who have made referrals in the past; friends and relatives; agency employees; business suppliers for the agency; and customers who have recently had a good claims experience. 

Proven communications process

 It is flattering to be asked to make a referral. Let your referral sources know that your agency is “on the grow” and you certainly appreciate their help as a valued and respected customer. The simple request is “who do you know who might benefit from our services.”  We recommend a multiple contact program to make sure that your message is fully-communicated and that you harvest as many referrals as possible. 

. Send a personalized letter asking for referrals; enclose a fold-over postage-paid business reply card that includes space for 3-4 names. 

. Send a second reminder letter with the business reply card to Non-Repliers of your first letter. 

. Make selected phone follow up calls. 

NOTE:  Make sure you ask permission to use the referrer’s name when you make prospecting contacts with the people they have referred.  Many will agree which turns their referrals into POWER REFERRALS. 

Commercial Lines customer referrals 

The experience of our clients indicates that a personal appointment with commercial lines customers is the best way to solicit business referrals.  And that the most productive technique is to show your client a list of the best types of business prospects for your agency. Your list might be made up of Main Street retailers, or specific service firms or industry types.  

Thank You’s produce more referrals 

Send out a thank you note to referral sources within 24 hours after receiving their referrals.  Later, let them know what has happened as the result of their referrals and your follow up contacts. 

You’ll continue to get referrals from these loyal customers!