April Newsletter: Self-Generating Referrals
On our April national call, we focused on one of the most effective and sustainable ways to grow your business: generating your own referrals. We talked about the importance of putting yourself where seniors already are and staying actively involved in your community. There are countless opportunities to connect—VFW posts, senior centers, church groups, quilting or sewing circles, and organizations like the Elks or Lions Club. When you consistently show up in these spaces, you build trust and become a familiar, go-to resource.
We also emphasized one of the most valuable—and often overlooked—strategies: leveraging your existing client base. You’ve worked hard to get in the door, earn trust, and truly help your clients. By the end of your appointment, they know, like, and trust you—so why not build from the community you’ve already created? One of my favorite techniques is simple: during your wrap-up, ask clients what groups, hobbies, or social circles they’re involved in. You’d be surprised how often that question leads to new opportunities and warm introductions.
One example I shared was a client who mentioned she plays Bunco every Wednesday and invited me to meet the group, noting they often talk about Medicare and health. That single invitation created a natural connection to 11 other women—and more than two-thirds became clients. When you consistently ask and allow clients to open those doors, you create meaningful relationships and grow your business right in your own backyard.
Many of you have asked for ways to increase your leads and activity—this is one approach that can pay off in a big way. We encourage you to try it in your next appointment—what do you have to lose?
A simple question can lead to new connections, stronger relationships, and more opportunities than you might expect.
If you missed the national call, be sure to catch the full recording on our agent portal, ARC.
Mai-Lee Coddington
Regional Sales Director, SW