1. ©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com (Your Name), Inc. Referral Process Referral Goals, ID Referral & Lead Sources, Targets Establish Contact Strategy Contact Qualification Proposal, Presentation, Close Sales Call / Contact Reluctance Exceptional Client Service;…Account Rounding, Referral Generation, Renewal Reviews, Coverage Upgrades, Up-Sell, Cross Sell…

2. ©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com (Your Name), Inc. Referral Process (Your Name) Referral Goals (Your Name) Referral Goals ID Referral & Lead Sources, Targets ID Referral & Lead Sources, Targets Research & Verify Research & Verify Establish Contact Strategy Establish Contact Strategy

3. ©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com (Your Name), Inc. Referral Process Establish Appointment Aim & Rehearse Establish Appointment Aim & Rehearse Make Appointment Make Appointment Outbound Contact Outbound Contact Execute Contact Strategy Continuously Execute Contact Strategy Continuously Overcoming Sales Call Reluctance Overcoming Sales Call Reluctance (Your Name) Referral Goals (Your Name) Referral Goals ID Referral & Lead Sources, Targets ID Referral & Lead Sources, Targets Research & Verify Research & Verify Establish Contact Strategy Establish Contact Strategy

4. ©RGI Redmond Group, Inc., 43 Frost Circle, Middletown, NJ 07748 732-957-0005 www.Redmondgroupinc.com (Your Name), Inc. Referral Process Establish Appointment Aim & Rehearse Establish Appointment Aim & Rehearse Make Appointment Make Appointment Outbound Contact Outbound Contact Execute Contact Strategy Continuously Execute Contact Strategy Continuously Is There an Opportunity? Is There an Opportunity? N N Y Y Qualified Opportunity? Qualified Opportunity? N N Y Y What will Qualify the Account ? Overcoming Sales Call Reluctance Overcoming Sales Call Reluctance (Your Name) Referral Goals (Your Name) Referral Goals ID Referral & Lead Sources, Targets ID Referral & Lead Sources, Targets Research & Verify Research & Verify Establish Contact Strategy Establish Contact Strategy Go to Your Sales Process Map