What can you offer clients as a way to say thank you? What item or event will get them talking about you? In this episode, referral coach Bill Cates and MDRT member Tristan Karl Robert Hartey explain how to successfully utilize gifts – pending compliance approval – and other initiatives to enhance relationships and drive referrals.

Episode breakdown:







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– Matching intangible products with tangible gifts

– Identifying a range of ways to say thank you – and drive referrals

– Distinguishing between a gift and a promotional item

– Creating different opportunities for client appreciation

– Ensuring that you’re being referred to the right people

How I match my fact-finding to my target market

In this EXCEL Award-winning series, hear thoughts and suggestions from top MDRT members on issues that financial and insurance professionals encounter in their careers. 

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The Million Dollar Round Table® (MDRT) does not guarantee the accuracy of tax and legal information and is not liable for errors or omissions. You are urged to check with tax and legal professionals in your state, province or country. The MDRT also suggests you consult local insurance and security regulations and compliance departments, pertaining to the use of any new sales material with clients. Examples are for educational purposes only. Copyright Million Dollar Round Table.