Client Referral for Insurance
Captures and pursues referrals from existing policyholders, tracking them from introduction through to new business closure.
Aligns with ASIC regulatory requirements, General Insurance Code of Practice, and AFSL obligations. Includes audit trail provisions.
Workflow Stages
Referral Capture
Record the referral details including the referred contact, context, and the referring policyholder information.
Inputs
- Referral details from policyholder
- Referred contact information
- Referring policyholder account data
Outputs
- Referral record created in CRM
- Referring policyholder thanked
- Referral assigned to sales team
Referral Qualification
Research the referred prospect and determine fit before making initial contact.
Inputs
- Referral record
- Prospect research tools
- Ideal customer profile
Outputs
- Qualification assessment
- Contact strategy determined
- Outreach plan created
Decision Points
- • Does the referred prospect meet qualification criteria?
Initial Outreach
Contact the referred prospect, referencing the mutual connection, and schedule an introductory meeting.
Inputs
- Outreach plan
- Referring policyholder permission to use their name
- Prospect contact details
Outputs
- Outreach completed
- Meeting scheduled or declined
- Prospect interest level documented
Sales Process Engagement
Advance the referred prospect through the standard sales process with referral context.
Inputs
- Prospect meeting notes
- Standard sales process stages
- Referral context and warm introduction
Outputs
- Proposal delivered
- Negotiation completed
- Deal won or lost
Decision Points
- • Has the prospect converted to a customer?
Referral Reward and Recognition
Provide the agreed referral reward to the referring policyholder and update tracking records.
Inputs
- Referral outcome (won or lost)
- Referral reward program terms
- Referring policyholder contact details
Outputs
- Referral reward delivered
- Thank you communication sent
- Referral tracking record updated
Frequently Asked Questions
What if the referred prospect does not convert?
The referring policyholder is still thanked for the referral. The prospect is added to the nurture pipeline for future engagement.
Is there a referral reward program?
Yes, referring policyholders receive a reward as defined by the referral program, which may include account credits, gifts, or other incentives based on the value of the referred deal.
Can a policyholder refer multiple prospects?
Absolutely. There is no limit on the number of referrals a policyholder can make, and each eligible referral that converts earns a reward.
Ready to implement this workflow in your business?
Our team can implement this workflow into your business operations with custom tools and training.