I have worked in sales for over 10 years and building your referral sources can be a challenging task for sure. You have to put yourself out there in the market and make a name for yourself, or you will drown in the pool of other agents. You aren’t going to build your business by just sitting around and waiting for the phone to ring. If it were that easy, then everyone would be doing it. So let’s talk about a few things to get you started.
Ask and You Shall Receive
Have you ever asked someone in your life for a good recommendation for an electrician; or maybe a good hair dresser that won’t butcher your hair into oblivion? At some point in time, we have all asked someone we know if they can give us a good recommendation for a service we are looking for. So why not be “that guy or girl” that people recommend for Medicare insurance?
When you meet with your clients, are you asking if they know of anyone else you could help? This is something you should be doing if you aren’t. The worst case scenario is they tell you no but if you don’t ask, you’ll never know.
Ask Other Agents
Are you building relationships with other agents who have different lines of authorities than yourself? Think of your own Property and Casualty agent….are they selling Medicare? I remember attending a carrier presentation a year ago, and it was stated that the carrier received the most direct clients from P&C agents who don’t sell Medicare. These agents are perfect to form relationships with. If you can build a reciprocal relationship with an agent, and pass business between the two of you, then you both win.
Network, Network, Network
The amount of networking groups that are available these days is insane. You could literally attend a different networking group, every day of the week, and not cross paths with any of the same people. In order to be successful in this business, or any business, you must Network. If for nothing else, do it so Johnny Insurance Agent down the street doesn’t become the networking king, and scoop up all the Medicare business within a 30 mile radius of your office.
All I know is that if you want to grow your book, then you have to grow your network. Be creative when trying to network to get your name out in the market. What might work for you may not work for another agent. We will help you come up with a specific plan to help you grow your business and network like the rock star that you are.
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