Last week, one of the leaders I coach reported receiving eight referrals from an experienced agent they’d recently hired.

I was surprised by this level of quick progress, so I asked him what motivated the new hire to connect him with so many prospects.

He said:

It was easy.  I just printed out a roster of his former office and asked him to identify the good agents on the list who might be open to leaving as well.

I then asked if it would be OK if I mentioned his name when I reached out to these agents.

I’ve already set two appointments from this list, and I’m still following up with the other six prospects.

It’s a mistake to think that agents and others in your network don’t want to refer you to prospects.

Most are more than willing to help, but they often can’t think of names when they’re put on the spot.

By giving them some names to review, you’re removing this obstacle making it much easier for them to refer.

Think back to when you were in school.

You probably dreaded the “fill in the blank” pop quizzes and hoped your teachers would use the multiple-choice format.

Your referral sources prefer multiple-choice too.