Try these ideas from MDRT members about referrals and leveling up with clients.
Gratitude in referrals
When asking for referrals, I don’t say, “Please refer me.” Instead, I say, “If you ever know any business owners facing similar challenges, I’d be grateful if you’d remember me.” By choosing my words with gratitude, I find it easier to convey my commitment to helping others without coming across as too transactional to my clients.
—Naoki Noda, 14-year MDRT member
Take note of your peers
At industry events and parties, I take note of the financial advisors who are getting recognition for their success. I introduce myself, mentioning people we may know or activities we participated in. I invite them for coffee and pick their brains. You would be surprised at how generous and eager they are to help. If you think about it, which is scarier: reaching out to a successful financial advisor to learn from them or reaching out to a stranger to pitch the value of insurance to them? At least with the former, since you are both financial advisors, you have many things in common.
—Ruben C. Ranin, four-year MDRT member
Gauge client awareness
Here’s how I encourage clients to refer me to others without sounding transactional. First, I assess client awareness. Before making any referral request, I first evaluate the client’s understanding of financial planning and insurance.
For clients with high awareness: If the client already possesses financial knowledge or has previously purchased insurance products, I communicate more directly. I acknowledge their expertise and say, “Since you recognize the value of these services, if you know anyone who might benefit, I’d appreciate an introduction.”
For clients with low awareness: If the client has little to no familiarity with insurance or financial planning, I avoid mentioning referrals entirely. This protects the pure trust we’ve built and prevents unnecessary pressure.
—Huang Ziyin Remi, four-year MDRT member
For more ideas, MDRT members can go to “How to improve the way you handle your goals, your inbox and your schedule,” in the July/August 2026 Round the Table.
