7 ‘Thou shalt not’ referral commandments

By Bryce Sanders

Well-meaning friends and clients intend to help you by referring their acquaintances to you. However, even the best intentions on their end can result in problems for you. Better, then, to set these guidelines for referrals so you end up with more clients — not more headaches.

1. Thou shalt not lie, trick or deceive people. Don’t trick prospects into a meeting. If they get the feeling they are being herded, they start with a bad attitude.
2. Thou shalt not schedule my appointments. Friends who say, “I’ll have him call you tomorrow” are making a commitment on your behalf. If they forget to tell you, they’ve created ill will. Focus on the introduction.
3.   Thou shalt not over-promise. Every situation is different. Your referrer might not understand their friend’s problem. “So you’re sick — he’ll still get you insured.” Their guarantee leads to unrealistic expectations.
4.   Thou shalt not negotiate pricing. “Here’s what she charged me. I’m sure you’ll get the same deal, too.” Asset-based pricing changes. Products are different.
5.   Thou shalt not waste your time. You are seeking a certain type of prospect. This might involve age, assets or needs. Talking you up with unqualified prospects puts a problem in your lap.
6.   Thou shalt not position me as an expert in unrelated areas. Some areas like maritime insurance are very specialized. Your agency might not handle those lines.
7.   Thou shalt not cross the line. Being too pushy or insistent implies a con is taking place or you’re compensating your friend for the introduction. It’s even worse if they really don’t understand what you do.

Read three more commandments in Sanders’ Round the Table story “The Perfect Match” 

See more in the 2015 Annual Meeting presentation “The 5 Myths You Tell Yourself and Getting Referrals — and the Real Truth,” which is available for download or as a video.