Customer Reviews

Expecting Referrals: The Resurrection of a Lost Art

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This book is a good book in teaching us a good attitude in referral generation. The main theme of this book is that you have to educate your prospect/client from the first time contact (maybo over the phone) to first appointment to closing that our business is only generated by referrals. The aurther, by his experience (he is one of the top insurance agent in U.S. for many years, only works in referral business), tells us that the client will help us if we really ask for referrals sincerely. This book to me is very practical and fundamental, no gimicks, no so-call "new-ideas". But it emphazises the very basic of the art of sales -- to give clients satisfactory service and ask for referrals sincerely and repeatedly. With the scripts and some follow-up forms, this stuff is helpful.

I read this book when it first came out...10+ years ago and then again last year. It's still as great a book now as it was then. It really helps set a good mind-set throughout an organization that referrals are crucial at any time in an organization's lifetime...especially when starting out.

I incorporated many of the ideas and here I am, 10 years later, doing very well and still asking for referrals right up front.

This is an easy-read. I recommend it to anyone who wants to get more business without trying too hard.