With referrals, it is about repetition in some ways; you’ve got to just keep asking. You’re going to feel awkward the first few times you do it, so you might be a bit reticent about it. You may think This is outside my comfort zone because we’re not used to asking, “Will you introduce me to your friend or to X person?” or whatever it is, at least particularly in the U.K., where we’re known for being polite and beating around the bush rather than just saying, “Can we have this?” But I think it’s more about getting used to asking.
And you can do it on a smaller scale if you want to start with a couple of clients and people you know well. But also, if you had a response that was perhaps less than stellar, and they said, “Is business hard because you’re asking for more referrals?” or something like that, you’re not that bothered if they then decided to leave. It is just really about practice. So practice it on them.
I also think it’s important that you then calculate. If, let’s say, you’re trying to qualify for MDRT, you need to work out what your minimum amount case is. And how many you’re going to have to do each week, each month, each year to qualify. And then once you work that out, create that right-fit client, and then only ask for that. So get used to almost having a script of what you’re asking for.
Tristan Karl Robert Hartey is a nine-year MDRT member from Chester, England. Hear more in the MDRT Podcast: