The Goldmine of November November is the best time for referrals. People are focused on gratitude. They gather with family and friends. This makes insurance a natural topic of conversation. If you are top-of-mind, you win.

Step 1: Lead With Gratitude Do not start with a sales pitch. Reach out to your current clients just to say thank you.

• Action: Send a simple text or email: “I’m reflecting on the year and wanted to say I appreciate your trust. Thank you for being a client.”
• Rule: Let the thank you stand alone for 24 hours before asking for anything.

Step 2: Make it Easy to Refer Clients want to help, but they don’t always know how. Give them the exact words to use.

• The Script: “I work with an advisor who helped me with my Medicare. Do you want me to connect you?”
• Process: Tell them they can simply CC you on an email or group text you with their friend.

Step 3: Frame it as “Helping,” Not “Selling” Referrals feel better when they are about service. Tell your clients: “If you know anyone confused about their plan or unhappy with their rates, I’ll give them a free review.” This removes the pressure of a “sale.”

Step 4: Use Thanksgiving as an Anchor Thanksgiving is the ultimate referral event. Remind your clients that you are available to answer questions for their family during the holiday break.

• Email Subject: “A Thanksgiving Gift for Your Family”
• The Offer: “I am setting aside time next week for complimentary plan reviews for your loved ones.”

Step 5: Track and Thank The loop must stay closed. When a referral comes in, follow these three steps:

1. Acknowledge the referral within 48 hours.
2. Update your client once you speak to their friend.
3. Send a handwritten thank-you note to the original client immediately.

• Monday: Send 20 text messages or emails of pure gratitude to top clients.
• Wednesday: Post a video or social update: “I’m thankful for my clients. To give back, I’m offering free plan reviews for your friends all month.”
• Friday: Call three key partners (CPAs or local business owners) to wish them a Happy Thanksgiving and offer your help to their clients.

IAD Success Tip: Use the Ignite System frameworks to handle any new leads that come from this surge. Referrals have the highest closing rate, don’t let them go cold.