Do not try to improve - Commit to improvement

You guys know by now that I am not a huge subscriber to many corporate messages about marketing. I find them to be more branding for them than advertising for you and extremely bland in their approach in trying to garner interest from prospects...

There is one thing that I personally did not subscribe enough to in the beginning that once I did changed things quite a bit for me.

It was the idea of asking every person for referrals and having the conversation about life insurance with everyone.

I rolled my eyes at the notion... not having enough of my own experience to really have a true and educated opinion.. I based my opinion on my gut instinct that "it wont work" and the collective grumbles of other agents at rah rah sessions when we would hear those wise words.

I have to say at this point in my career that I agree.

Every person. Every time.

Its the age old "Miss all the shots you don't take" ideology - which has a ton of truth in it.

When I started asking every person every time (un)ironically my production and referrals started going up.

I uncovered a life case asking an 18-year-old who then introduced me to his parents who still had younger kids.

I asked a 20-year-old renter who unbeknownst to me from our auto insurance conversation, had a 8-month-old at home - someone I would have assumed didnt need it prior to asking everyone.

Referrals - same thing - every person every time.

It became part of what we did...

Good service? Got anyone we can talk to?

Saved money? Got anyone we can talk to?

Good claim resolution? Got anyone we can talk to?

E-mail signature - Got anyone we can talk to?

Automated text/email to book 3x a year thanking them for business and.... got anyone we can talk to?

And somovagun the referrals began to pour in.

When you make the commitment to do something as part of your process it is nearly impossible for you to not see a lift in that area of your business.

Do not try to improve in an area. Commit to it and see it grow.