Today I met with a member of my BNI chapter, Arrow Dickerson, an Allstate insurance agent. (No, she does not have a twin brother named Beau!) We talked about the types of referrals that are passed within our group. She being a fairly new member to BNI, wondered if the only type of referrals that would be developed would be those between members. I explained that when a member is new, the other members try them out personally first, before referring them to friends, clients or family.
Networking and relationship development can be such a mystery. There are people out there who think meeting someone the first time gives them the priviledge to sell to that person immediately. BNI has it right in suggesting that members meet outside the normal weekly meeting to get to know each other better. This morning I found out that not only has this young woman been in the insurance business for 25 years, but she won the top award available to those who are not agents. Her mother was a claims adjuster and step-father an agent. Gosh, it must run in her blood. She recently bought the agency, and now she gives both coverage and comfort. What more could you ask for from your insurance agent?
Who have you been impressed with recently when you took the time to get to know them better?