When you go to deliver the policy or confirmation of investment, how do you make that a marketable event?
It is actually pretty easy.
Don’t just give the new client the policy and start asking for referrals. Instead, give them something of tremendous value.
At everyone of my sales, I always give at least a fireproof safe for the client to keep important documents in. They are inexpensive (I get mine at Walmart for about $50). It acts as a symbol for protecting what is important to them. If you are feeling up to it, go for a nice golf club for your golfing clients, a new tennis racket for your tennis fans. I have even heard of a planner who flies the client and spouse out of town for the weekend with all expenses paid.
How’s that for referrability?
Think outside the box and watch your referrals from these acts blossom.
About Brandon Hansen
