Some of your best customers are those that have done business with you for years and know the value of having health insurance for those “what if” moments in life. In other words, they have an emotional attachment to not only having insurance, but to the benefits of the health insurance policy they ultimately bought. Those with an emotional attachment to a product are your best referral sources ever. They use the insurance when needed. It keeps them healthy. They understand the value of having health care coverage. This is a valuable source of referrals for you.
You may have already noticed by now that those with zero emotional attachment to a product may buy it, but not renew it. It means nothing to them despite the knowledge that it could help them stay healthy. If that is not a goal for those individuals, your sales pitches fall on deaf ears. Younger millennials sometimes do not feel they need insurance because they are young and healthy. Yes, “you” know the value of being protected no matter what age a client happens to be – but that idea may fall flat on its face. Try sticking to the choir (your existing clients) when it comes to asking for referrals.