Changing the language of referrals

In 1997, I worked with a CEO. At the beginning of our time together, I insured him and his family with high coverages. Then we did a group major medical policy for all his employees and the group retirement plan. As time passed, I asked him for referrals, but he didn’t give me any. He avoided doing so. I didn’t try once or twice — I tried 12 times.

When I ask him for the 13th time, I changed my approach:

“Mr. Client, I would like to ask you your true opinion about our work up to this point,” I asked him. “Trust is one of the most valuable traits between me and my clients. I feel that I have failed you because you haven’t recommended me to any of your people.”

He took me by surprise. “Here is the telephone number of my sister,” he said. “You can call her right away.”

The lesson I learned is that the natural road of my work is filled with barriers. That getting a “No” as an answer only tests my persistence, which helps me to create new words to implement new approaches. New thoughts and ideas help me develop as a human being and as an advisor.

Karolos Vasiliou Markouizos, RPS, REBC, is a 15-year MDRT member from Athens, Greece.

Read 10 ‘”Thou shalt not” referral commandments in the Round the Table story “The Perfect Match.”