Julian walks life insurance agents through contacting referrals without pushiness: get the referring client's approval via group text, send two short texts saying you'll call, then call immediately up to three times. He provides exact scripts for each step and explains when to book appointments versus closing on the call.
Every life insurance agent knows that they need to get more referrals, but the question is, what do you do when you actually get them? What is the proper way to reach out without seeming awkward or pushy? Well, in this video, I'm going to give you my exact step by step process to not only contact a referral, but as a bonus, I'm going to also include a text that I send to get my answer rate up to almost 100%. So without any further delay, let's jump right into the video. You just helped Ms. Jones get some coverage for her and her family, and she said that you did such a great job that she didn't give you one referral, but two. And now it's time to reach out. The best way I found to be in curating this relationship is with a group text message. Because if you go out and ask your clients to call the referrals and recommend you or give them your business card, none of that crap works. They don't do it. And it's not because they're malicious, but it's literally just because they're busy and they're not going to remember to do it. But if you just randomly call this referral out of the blue, they're also going to have no idea what you're talking about, hence the text message. So if you're currently calling your referrals and they keep shutting you down or telling you that they're busy, it's probably because you're just trying to basically lunch for the kill here. The first thing you need to do before you can start contacting referrals is earn your client's stamp of approval. And nowadays the best way to do that is with a group text. So here's what you say to Ms. Jones. Hey, Ms. Jones, I really appreciate you trusting with your friends and family. I'm going to go ahead and throw us all in a group message and send us a text. If you want to shoot a text back in there, just so they know that I'm not some wacko telemarketer that's trying to give them a car's extended warranty, then I'll go ahead and reach out to them. Okay, Sound fair enough? And once they agree, then go ahead and ask them to shoot that text after they confirmed whether or not yours came through. And a bonus, just as I promised, here's the text that you want to send. Hey, Jimmy, it's Julian. I just helped your sister with her life insurance and she asked me to reach out. Now, I like to do two texts because it's more likely to get their attention. So immediately after, I send a second message so that I can keep it once I've earned it. Here's my contact info below. I'm about to give you a ring now. First and last name, your phone number and your company name, and then call them immediately after. Three times. The message is short and sweet, but effective. You're getting the point across and you're staying consistent with what you're telling them you're going to do. Next, you're going to call the referral and say this, hey, Jimmy, it's Julian. And Jimmy's probably going to be a little bit confused. Confused, do I know Julian? And then you'll say something along the lines of, you know, Julian, I just sent you a text a few moments ago. I just helped your sister with her life insurance. They're gonna be. Oh, yeah, I remember that. Okay. The first thing that they're want to tell you is that they're busy and they don't have time to talk right now. So we have to front in that objection. Listen, Jimmy, I know you're probably busy right now, but I just got done setting up your sister's life insurance with her, and she actually asked me to personally reach out and offer you a free consultation because she said that she thinks you, more than anyone, could benefit from speaking with me. And I'll usually end this with a question like, is that okay for me to do, or does that sound fair enough? Some form of concession to get them to agree. Now, there's two situations here. I prefer to go call to close, but if they're busy, you can also go and set an appointment with them if you're gonna go call to close. My introduction to this conversation is quite literally, has anyone ever talked to you about this kind of thing before? Super vague, but enough to get a conversation started and have them start giving me data on their prior experience. And obviously, if they're busy, then you can go ahead and set an appointment and let them know that you're gonna give them that free cons and use the two option close framework on setting an appointment to get them to commit to a time and show up. Now, what we have to remember is that referrals are not always the highest intent leads, but they are the highest trust leads. And so we have to tap into that trust and then we have to create the intent. This means that you should go through the exact same call to close script that we have, which is the skeleton key. I'll actually include a link down below where you can get it in our Facebook group for absolutely free. That way you can use this in your next call to start getting deals today. So now the next time you call a referral, no more fumbling over your words or awkward interactions or even getting hung up on. Now you know exactly how you need to contact them. No more referrals that are getting forgotten about and never getting called. No more awkward and pushy conversations. And now you can start getting deals all day on these by using this exact method. Thank you so much for watching this video and if you want to learn about how you can actually call leads that know it's about life insurance, know it costs money and are wanting to talk to you, then click the link down below to watch a short five minute video on our Zoosurance branded leads and how we're able to get agents to their goals of time, location and financial freedom using this script and framework. Working these new high intent leads. If you like this video and you got value from it, click the like button, click the subscribe and leave a comment down below to see which one was most helpful for you and what you want to see from us next so that we can help you be more successful in this business. We'll see you in the next one.
Sam.
