The Easiest Source of New Business

 

One of the more frequent questions I get from new agents is how do I get business. The short answer is you talk to people and ask for it. Usually it is the new agent who tells me they do not know anyone. Really? Who cuts your hair? Who fixes your car? Who rings up your groceries? My point is we all know LOTS of people. Start by asking the people you trade with to trade with you. If you are giving them business ask for business in return. If you ask your insurance agent for business and they tell you something like.. ""Gee that's kind of hard, I know lots of real estate agents" remind then you know lots of insurance agents. Ask for the business. I will say it again, trade with people who trade with you. This is by far the easiest and fastest source of new business. They want your business and they want you to send them your clients. This is called networking and it is pretty basic. Ok, let's put a little different spin on this.

As I am writing this one of my agents mentioned that he called one of his vendors who is a marketing representative who sadly told him that he had just been laid off. My agent called two of his vendor contacts to see if someone needed a good marketing person and now the guy has been hired. What a great opportunity to get new business. My agent has a client who will most likely tell the world about what a fantastic contact he made and another client who has a great new hire. What an opportune time to ask for business. The key here is putting the other guy first.

Think about it, how excited are you to get a call from a sales person who's every other words are I need, I need. So the question is, what can we do to help our clients? What needs do they have and how can I help them improve their life? Help them THEN ask for business. "Oh by the way, I am looking for some new business, do you know anyone looking to buy or sell?"

Put it in perspective of your vendors. You are giving them business so you have the right to ask for business but going beyond that; what can you do to help them build their business. Ask for the same in return. Tomorrow we will discuss getting your sphere in gear.

Happy selling,

Brian