I first ask a lot of questions of my clients. I educate them with type of product that most fits their needs. I then explain how we shop for the best priced product in the market and show them the comparisons and pricing to help them with their decisions. No pressures, it's up to them at the end. We are advisors, "NOT" sales people. We do a lot more business this way and they volunteer referrals after doing business with us. I have been doing this business for 39 years and I don't remember the last I time personally asked for a referral.