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Give your clients the opportunity to refer your agency by making it easier for them to do so.

In asking your clients for insurance leads, don’t make them have to figure out ways to word a recommendation. You also want to avoid surprising the clients’ friends when you call and drop their—maybe former—friend’s name. Give clients plenty of time to talk to their friends and confirm that it’s OK to call before you pick up the phone.

Provide the stamp if clients want to mail a letter, and always make yourself available to talk on the phone.

Likewise, it’s a good idea to offer a product or service that could come up in a day-to-day conversation, which gives your client an in to bring you up. Luckily, insurance—be it health, car or home—tends to deal with everyday issues.

Offer a reward

A discount, free promotional item, special gift certificate or some sort of VIP status are a few of the things you could offer to push your best customers into being more vocal about your agency to their friends or to give you the contact information of some people they know.

In addition, offering rewards for the people being referred to your agency could help your clients make the leap into voicing their recommendations. It gives them something tangible and valuable to offer their friends, beyond simply their word, in giving you insurance leads.

But you should be aware that offering to pay a client for a referral can be a risky proposition. At that point, it becomes less an agent / client relationship and more one of monetary responsibility. You’re asking the client to put his or her credibility on the line when passing on insurance leads. That can scare people away.

If you don’t want to spend the money it takes to provide rewards or gifts, simply thanking the people who take the time and make the effort to refer your agency can go a long way. Send a personalized email or postcard to let those clients know how much you appreciate their leads.

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