Risk & Business Magazine Cooke Insurance Group Fall 2016 | Page 20

TROUBLE GENERATING REFERRALS?

Trouble Generating Referrals?
Look to Your Inner Circle

C

olin’s sales numbers for the
quarter were sharply down.
Lately, he felt he was struggling
with his prospecting. He asked
his manager, Anita, for help.

“There’s a lot we can talk about when it
comes to prospecting,” Anita said. “But
let’s start with the