Referrals

Day 3

30m125 XP

Turn Every Sale Into 3 More

Every sale should generate 3-5 new leads. This is how top producers build a pipeline that never runs dry. The referral system: 1. During the presentation — go through the referral slide completely 2. After the sale — send beneficiary text (opens new lead) 3. After the sale — send 2K AD&D referral texts to friends/family 4. The BenRef presentation — when a referral books an appointment The math: If every sale generates 3 referrals, and you close 30% of referrals, every 10 sales turns into 19 sales. That's the power of the referral machine.

Referral Collection During the Presentation

From the Union Presentation — the referrals slide:

Go through the referral slide completely during every presentation. Don't skip it.

“Now, one of the benefits of your membership is that you can extend these protections to your family and close friends. Who in your family would you want to make sure is also protected?”

Get at least 3 names:
- Spouse/partner
- Parents
- Siblings
- Close friends
- Adult children

“Great. What I'll do is reach out to them and let them know you've set up coverage and that you'd like to extend the same opportunity to them.”

The BenRef Presentation

For clients who are a referral from a beneficiary or existing client:

“What do you know about life insurance?”

*Run through Group, Term, Whole Life explanation*

“Your [relationship] actually did something a little different — they set up a whole life policy, which never expires.”

“Go to ailife.com — THIS is how much we paid out. We pay out in 1-4 days as opposed to 1-6 months with other companies.”

Transition to qualification:
“Since your [relationship] already has their family protected, let's see what options are available for you. I just need to ask a few questions to determine your approval.”

Beneficiary & 2K AD&D Texts

Beneficiary outreach text (send after every sale):
“Hi [BENEFICIARY NAME], This is [Agent Name], your [RELATIONSHIP]'s life insurance agent with American Income Life. [He/She] chose to put you as one of the beneficiaries on their life insurance policy. I'm going to be giving you a call later today or tomorrow to schedule a time to show you how to file a claim and get paid and also to activate and send you the FREE $2,000 life insurance policy he is gifting you. What time will be best for you?”

2K AD&D Referral text:
“Hi [2K NAME]. This is [AGENT NAME], your [RELATIONSHIP]'s life insurance agent with American Income Life. [CLIENT NAME] chose to gift you a FREE $2,000 life insurance policy, because he believes in friends and family being protected and protecting their loved ones. I'm going to be giving you a call later today or tomorrow to schedule a time to get that policy activated and sent out to you. What time will be best for you?”

Referral Best Practices

• Every sale should generate 3-5 referral texts — no exceptions • Send the beneficiary text within 1 hour of closing • Send 2K AD&D texts the same day • When you call the referral, lead with their friend/family member's name — instant trust • Use the BenRef presentation script — don't improvise • Track referrals in your CRM — this is your pipeline • Referrals close at 2-3x the rate of cold leads • The referral doesn't know they're a “lead” — they think they're getting a gift

How confident do you feel about this module?