Great Time to Re-establish or Spice up Referral Relationships

Some of you have been back in the office for a while, others are just starting to go back, and a few of you have not made it back in yet… No matter what your circumstance, this is a great time to re-establish and spice up referral relationships.

Leaders, FRs, and Staff:

If you don’t already have a standing meeting with each person in the office, it is a great time to schedule that first one.

Language for set-up: “We are back! {Name}, I know it has been an interesting 18 months and I would love to re-connect to hear how things are with you and share a little about how things have grown on my end”

Agenda for that meeting (30 mins)

• 15 mins- Ask them about them

  • Sample questions:

    • “What are some things you learned about yourself over the past year or so?”

    • “What are some silver linings that came out for you?”

    • “How has the last 18 months changed your business?”

• 5 mins- Talk about the same things but about you

• 2 mins- How recruiting has changed and what your new targets are

• 8 mins- Prospect with them!

  • Same sample prospecting questions:

    • “Who do you know who was laid off because of COVID and actually enjoyed the time away?”

    • “Who do you know in the educational or government field who is tired of all the ups and downs this brought?”

    • “Who do you know who traveled ALL the time before COVID who doesn’t really want to travel for work anymore?”

• End the meeting scheduling the next one

  • “It was really fun catching up! What is best for you to meet again? Next month or next quarter?

Happy Hunting All!

Learn more about what we do:

—This document and the information in it are provided for Northwestern Mutual Recruiters and Leadership Teams and may not be distributed to any other organization or used for any other purpose without written consent from Claire Myers Consulting.—