Month: July 2013 | Bob Ritter's Blog, ideas for financial service professionals

(There are no InsMark presentations used in this blog. It is a an informational blog only)

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How do you pry loose referrals from an attorney or CPA?

Dennis Dahl, a good friend of mine from Boise, Idaho, has crafted one of the finest techniques I have ever heard for this situation. Dennis refers to it as his “No Name Referred Lead”, and he has used it effectively throughout the U.S.

Here is his description:

I present a hypothetical Case Study to the attorney or CPA that highlights the unique use of a financial concept that is likely to solve a problem common to that adviser’s client base.

After I’ve convinced the adviser that I know what I’m talking about and have some evidence the concept has been well received, I tell them I am not after the names of any of their clients, but I would like to tailor a similar plan for the one client whose name popped into their mind when they heard the concept. I stress that although I don’t need the client’s name, I do need some general information so I can put together a pertinent proposal. Usually, the information is freely given; sometimes I get data on three or four clients.

Now it’s up to me to show my stuff. I put together a presentation based on the information gathered, and once it’s reviewed by the adviser, an introduction to a top prospect invariably follows.

In this way, a “No Name” is converted to a real person with the attorney or CPA automatically approving the idea and presentation.

The “No Name Referred Lead” is effective, and you may want to try it.

Thanks, Dennis, for letting me share it with my readers.

InsMark’s Referral Resources
(Put our Illustration Experts to Work for Your Practice)

We created Referral Resources to deliver a “do-it-for-me” illustration service in a way that makes sense for your practice. You can utilize your choice of insurance company, there is no commission split, and you don’t have to change any current relationships. They are very familiar with running InsMark software.

Please mention my name when you talk to a Referral Resource as they have promised to take special care of my readers. My only request is this: if a Referral Resource helps you get the sale, place at least that case through them; otherwise, you will be taking unfair advantage of their generous offer to InsMark licensees.

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