Making Referrals Part of the Process
Referrals are a great way to grow your business, and you should ask your best customers to refer people they know to you. But sometimes springing it on them as a surprise isn't the best course of actions.
Let clients know upfront that you're going to be seeking referrals. Tell them that, as a matter of doing business, you would hope they would refer two or three other people to your agency. That way, you won't end up surprising the client later on when you ask for him or her to bring three referrals in. You might be surprised how many will agree.
Still, don't be pushy. Some people just want to buy a policy and aren't interested in being an advocate for your agency, at least not yet. Don't scare them away!