I hope you found my earlier article useful and enlightening and if so, please read on, as in this piece I complete the steps to enable you to find and maintain an introducer network.
Step 4: Incentivise introducers the Smart Way
Let’s be honest, most introducers want a reason to take action. You can motivate them by offering one of the following:
- Referral fee: 20–30% is typical for estate agents and partners.
- Business kickback: e.g. “£100 per client we help, donated to your company’s Christmas fund.”
- Charity donation: “For every family we protect, we’ll donate £50 to a charity of your choice.”
Keep it ethical and transparent and always make it feel like a win-win.
Step 5: Schedule time for prospecting
The best advisers don’t wait for leads to appear, they create them and so if you want more introducers, you must make time for outreach.
As Jeb Blount explains in his book Fanatical Prospecting: “50% of your working week should be spent prospecting if you want to scale fast.”
Even if that’s unrealistic for you right now, imagine dedicating just one day a week, eight hours, purely to building new relationships. Over three months, that could mean dozens of new introducers and hundreds of new leads.
Step 6: Nurture the relationship
Once you’ve secured an introducer, your job isn’t done. It’s just beginning. Keep them updated on how their clients are being looked after and send a monthly “wins” email showing success stories.
Obviously, pay referral fees promptly and show appreciation, a small gesture or gift goes a long way.
These simple actions build trust and loyalty, ensuring your introducers continue to send business your way for years to come.
Step 7: Think outside the box
Introducers aren’t limited to estate agents or accountants. Some of the most profitable partnerships come from creative thinking:
- Builders’ merchants → target self-employed tradesmen.
- Rugby and football clubs → great for income protection.
- Farmers and agricultural groups → need commercial and legacy planning.
- Schools and nurseries → direct line to parents who need protection.
Wherever your clients are, there’s a potential introducer serving them right now.
Final Thoughts: Small actions, big results
Finding and securing introducers doesn’t require fancy tech or huge ad budgets, it just requires consistency and creativity.
Start with a clear target and craft a smart, personalised email. Follow up. Incentivise the relationship and then nurture it long term.
We’ve seen advisers transform their income and lifestyle simply by implementing this strategy for 60–90 days. One introducer can be worth £100,000+ a year. Five introducers can change your entire business.
Start sending those emails, follow up with confidence, and remember: persistence pays.
