1. Referrals I Notice: This training material, including all handouts, video, written documentation and verbally--provided training, are considered confidential proprietary and trade secret information. No reproduction, video, audio or other recordings or disclosure of this information may occur without the express written consent of the home office of Bankers Life and Casualty Company, Bankers Conseco Life Insurance Company and Colonial Penn Life Insurance Company.

2. Referrals I Objectives At the end of this session, you will be able to:  Describe characteristics of a referral mindset  Identify techniques used to plant referral seeds

3. Embracing a Referral Mindset 1.I meet my prospects the way they want to meet me 2.I look to leverage the life-time value of my clients 3.I am constantly giving referrals 4.I have a process for generating referrals 5.I believe I provide real value to people, so I believe in being proactive for referrals 6.I believe that asking for help is a sign of strength, not a sign of weakness 7.I love to get referrals

4. Planting Referral Seeds 1.Celebrate meeting new prospects through referrals. 2.“Don’t keep me a secret.” 3.“I’m never to busy to see if I can help any of your friends, family members, or colleagues.” 4.Give referrals in a way that makes a great connection.

5. Planting Referral Seeds (cont.) 5.Say, “If I ran into a good prospect for your business, how would I know it and how would you like me to introduce them to you?” 6.“If you ever introduce me to anyone, I’d like you to know how I would handle that – what it might look like.” 7.“If you ever introduce me to anyone, I think it would be a good idea for you to know who our processes are geared toward.” (Share your client profile.) 8.On your voicemail: “Please leave a message at the tone, and if you were referred to us, please let us know who we need to thank.”

6. Referrals Role Plays  Decide which partner will play the agent and which partner will play the prospect first.  Conduct first role play.  Debrief with your partner and identify strengths and areas for improvement. 1.Partner playing the agent will first state what they felt they did well and what they could improve upon. 2.Then partner playing the prospect will provide feedback.  Switch roles and repeat role play and debrief.