I wanted insurance referrals, desperately. And I didn’t know what to do about it. I hated prospecting the old way. You know, cold calling and asking friends and family to buy my insurance products.
So what did I do? I studied direct marketing and unique prospecting tips from top producers. That helped me make a big breakthrough. Insurance referrals where not so difficult anymore. And I was actually having fun. Here is one of my favorites.
About 20 years ago, I read Endless Referrals. I’ve forgotten everything except one great idea, which I’ve tweaked and successfully refined (I need to read that book again).
It’s been a while since I’ve used this networking technique personally, but it works really well for regular networking and casual events.
My favorite part is the use of a postcard follow-up. Here’s how it basically goes…