How a Solo Agent writes 100 referrals per year

After 2 years in the business as an independent agent, I was only writing 2 referrals each month.

I’m still a solo agent but now I write more than 100 new referrals each year.

So what change did I make to solve these problems and grow a referral based business?

Newsletters.

I had to do something to increase my referrals but I’m not a great networker. And asking clients for a list of their friends and family felt too much like a vacuum cleaner salesperson to me. Ick!

Newsletters have done 3 things for me:

✅ Increased referrals

✅ Increased retention (they call me instead of Broadway Joe)

✅ Cross sales (every newsletter has paid for itself by selling an additional product to my current clients)

So we know a newsletter will help, but most people in the industry are solo agents.

And solo agents only have so much time, because our primary focus is writing new business.

There’s 3 good reasons people don’t create their own newsletter:

✍️ Not a good writer
📚 Don’t know what to write about
⏲️ No time

It takes me 5+ hours each month to create a newsletter.

I’ve been doing this for more than a year now. And the results are awesome!

I’m writing more than 100 referrals each year. That is 100 new Medicare supplement or Medicare advantage members. The total number of referrals or total policies sold is much higher.

You can do this too. It takes time, knowledge, and creativity.

If you want a done for you service, I can customize a newsletter unique to you. What does this cost?

$100 set up fee + $97 each newsletter.

What does that get you?

✅ Saves you 5 hours/month (what’s your time worth?)
✅ Increased Revenue (Just 5 referrals/month = $24,000 first year commission)
✅ Increased retention (each member is worth about $300/year)
✅ Cross sell (DVH, Hospital Indemnity, Life insurance, Annuities, etc.)

If you’re interested in talking more about how newsletters can work for you, then click the button below to schedule a call.

Frequently Asked Questions

Do I have to mail it?

You can email

You can print the PDF and stuff envelopes yourself

I mail you printed & folded newsletters for an extra fee

Can be uploaded to a service like Mailbox Power and all automated for you
Do I have to share my client list with you?

No. I am an independent agent. That is my primary focus. There is no need for you to send me your client list. You can get it to your clients using any one of multiple methods.
What’s the return on investment?

Everyone’s ROI will vary but I measure mine in 2 ways: Retention and Referrals
Outside of death my retention is 99%
Each client is worth about $300/year to you in renewal income. If you keep 4 extra clients each year, you’ve paid for the newsletter fee.
As for referrals, I went from writing 2 referrals to more than 8 each month
The difference of adding 6 extra sales X $400 first year commission = $2,400/month. That’s $28,800 more in first year commission for an investment of as little as $100/month.
Is there a contract?

No. Cancel at any time.
Is there a discount for paying annually?

Yes. 2 months free ($100 set up fee + $970 annual payment)
Can I see a sample?

Yes. I can send you a PDF.
Do I have to send it every month?

No. How often you want to stay in contact with your clients is up to you.
How often should I send a newsletter?

Personal preference. I’ve had great success sending it monthly.
Does this generate extra service?

Barely. A few times have generated extra service but I solved a problem which increased customer happiness.
When will I receive my newsletter each month?

By the 15th of the month prior to you sending it. So you would receive the August Newsletter by July 15th.
Can you print it for me?

Yes, for an extra fee.I can print and fold for you. You still provide & address envelope, insert newsletter & stamp them.Or you can upload to Mailbox Power and have it totally automated.
Do I need to move my contracts to you?

No! I’m a solo agent, not an FMO or recruiter.
What’s the next step?

Click the link to schedule a call with me. We’ll talk about customizing a newsletter unique to you.
Is there a fee to have an initial call?

No. The first call is seeing if it’s the right fit for you and me. No costs or commitments.
Who do I send it to?

Whoever you want. I’ve found the best success sending it to clients and centers of influence. Another good person would be people you’ve talked to who aren’t able to buy yet. An good example is someone who is delaying Medicare but wants to work with you when they do start Medicare.