Compensation For Referrals Even When You Don’t Get The Business 

Sometimes compensating for referrals even when you DON’T get the business is appropriate. One of my seminar audience members, Tom House, Regional Coordinator of AFLAC Insurance, gave me a tremendous testimonial. It said, “Just one of Ed’s marketing ideas made me $20,000 and helped me keep my largest client.

I had an idea to use Tom’s referral in a marketing piece and have the prospect call Tom to find out what the one idea was the made him $20,000. I asked Tom for permission and when he wholeheartedly agreed, I told him I’d send him a reward for every call he fielded, regardless of the outcome. He graciously resisted, but I insisted that his time was valuable and so was any call he could pass along to me. I have enough confidence in my selling ability to convert referrals to business and I hoped I’d be sending Tom lots of rewards!

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