Do You Have a Quality Mentorship Program?

    The purpose of a mentorship program is to facilitate field training for new hires that are not experienced so that they will receive the support they need to transition into productive members of the sales force. Having a mentorship program will also relieve the burden on branch managers who are then freed up to recruit additional producers and provides management field training/experience to senior-level producers.

Estimated reading time: 1 minute, 11 seconds

How to Forge Stronger Referral Relationships

Top producers understand that their existing customer base is a gold mine for referrals and future revenue. They are masters at connecting with past clients in meaningful ways that position them as valued advisors.

Pat SherlockHere are some proven tactics LOs use to leverage their sphere of influence:

  • Reach out daily. Great sales professionals consistently contact past clients in some form or fashion to stay top of mind in their marketplace. Set daily tasks to incorporate this practice into your sales cycle.
  • Use various channels. From hand-written notes and check-in calls to emails and social media posts, there are endless ways to stay in touch with past customers. Most producers get optimum results by using a combination of channels. While calls, texts and emails are the most common, don’t discount the power of a short video to make an impact.
  • Always add value. No matter how you choose to communicate, always keep your clients' bigger goals in view. Sharing information that will improve your target audiences' financial literacy and help them achieve their dreams is a win-win. Conduct an annual review or a rent versus. own analysis for prospects to forge a stronger relationship.

For more information, check out the article “How LOs Can Leverage their Sphere of Influence.”

Pat Sherlock is the founder of QFS Sales Solutions, an organization that helps organizations improve their sales talent management and performance. For more information, visit

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