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Wouldn’t he assume this already? What was the context for setting the meeting? No need to be coy; be direct.
Ask him who he sends business to when his clients ask for IRA’s, life insurance, long term care, etc. if he says, “no one.” You thank him for his time and leave. Nothing you say will turn him into a referral source. Either he knows how to refer or he doesn’t.
Good luck. I try to work with one P&C firm a year to remind myself why I don’t.
I have a turnkey marketing platform for P&C agencies and they just don’t care. They want to sell more auto, home owners, etc and can’t see what they are missing out on by not providing more comprehensive solutions to clients.
Ask him abt his taxation and be ready to show him benefits of Solo 401 or SEP - try to win biz first. Help him and he is more likely to send biz owners your way. I work w a P&C guy and he gives me great leads though they are few. Best question I asked was, if you were in my shoes who should I target? Followed that up w permission to use his name as a reference.
Tell him you have clients who ask you about P&C topics all the time and you have been looking for someone to send them to. [Coyly) " Hey,.. I bet you have business owner clients that ask you investment (OR life insurance) qhestions!! What if I sent you my P&C questions and you send ME your investment (OR life insurance) questions??!!"
Yes
That’s why you talk to the guys that don’t do personal lines.