Cultivating Lead Sources: Get More Referrals


Lead Sources: Get More Referrals

Whether it’s with work, school, or friends communication is the foundation upon which you build and maintain relationships.

Paul J Meyer once said, “Communication – the human connection – is the key to personal and career success.”

No matter what environment you are a part of, communication is crucial. The same principle applies when fostering relationships with your lead sources. Our main goal is to help local agents understand how to maintain these relationships and assist them in getting more lead referrals.

Just Another Relationship

Think about the purpose of a lead source. What are they for? This might seem like an obvious question. But if you treat your lead sources like they’re only good for referrals then you will burn your relationship.

As stated before, the best way to enhance leads is through good communication. It’s simple. If someone likes you then they will refer you. One of the most powerful forms of marketing is word-of-mouth. That’s what we are here to enhance. The best way to cultivate an effective relationship with others is through good communication.

Steps to Enhance Lead Referrals

Make frequent visits

  • If you’re in a healthy marriage, then you don’t talk to your spouse once a month (hopefully). The same principle applies. If you want to build your relationship then you have to keep healthy communication with your lead source. You should be going in at least once a week to visit and check up on them.

Provide them with valuable information

  • When you come to visit, talk to the office staff. Let them know why you’re there and how you can help them. Mention something different every time you come in. The first time it could be about MA plans, next it could be benefits, than over-the-counter. Make sure they understand that their relationship with you is valuable and why. You want them to look forward to seeing you because they understand that you can help their patients and make their job easier.

Buy Them Donuts

  •  You can’t buy relationships, but you can buy donuts and those are close to the same thing right? Or you can buy them lunch, bring by coupons, etc. The important thing here is that people love donuts. Speaking of donuts, I gotta go. See you later.

Solve their problems

  • When they have a problem, it’s up to you to fix it. This one probably seems pretty obvious but you would be surprised how often people forget their purpose. When a problem presents itself it shouldn’t scream “obligation”,  but rather “opportunity”. This is your moment to shine and prove why you are an asset to them. Show them that you can fix their issues and in a timely manner. You will endear yourself to them and become a trusted advisor. This leads to more referrals and a deeper relationship with your clients.

Empower Brokerage is dedicated to helping you produce a fruitful 2019-2020 season. Hopefully, you find these tips helpful in maintaining your lead sources. Whether it’s through webinar training, one on one calls, seminars, or marketing plans we want you to be successful. Give us a call if you have any questions 888-539-1633

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