Referrals are the most underused growth engine in a LegalShield business. If you only chase new leads, you are ignoring the people who already trust you. This guide gives LegalShield associates a simple, repeatable system for asking existing members for referrals, without sounding pushy.
Why Referrals Deserve a Place in Your Weekly Routine
A referred prospect arrives with borrowed trust. A friend, coworker, or family member has already told them that legal protection is worth a look, so the first conversation starts further along than a cold call ever could. Referrals tend to need less convincing, and they are often easier to follow up with because someone they know made the introduction.
Most associates know this and still do not ask. The reason is rarely strategy. It is discomfort. A system removes the discomfort, because you stop improvising and start following steps.
Step 1: Build Your Referral Pool
Start by listing everyone who could realistically introduce you to someone new. Do not limit it to members who have used their plan. Include:
- Current members who have had a positive experience with their plan or provider law firm
- Small business owners you serve who know other owners
- Prospects who said “not right now” but liked what they heard
- Friends, former colleagues, and community contacts who understand what you do
Even a short list of 20 to 30 names gives you a weekly rhythm. Add to it every time you enroll a new member.
Step 2: Choose the Right Moment to Ask
Timing matters more than wording. The best moments to ask are:
- Right after enrollment, when the member feels good about the decision
- After a member shares a win, such as a quick attorney consultation that helped them
- During a routine check-in, when you are reviewing how they use their benefits
Avoid asking in the middle of a problem or before a member has had a chance to see value. A thoughtful ask feels like a natural next step instead of a favor.
Step 3: Use a Low-Pressure Script
Make the request specific and easy to say yes to. Compare these two approaches.
The vague ask (avoid)
“Do you know anyone else who might need this?” Most people will say “I’ll think about it” and never come back to it.
The specific ask (use)
“I work with a lot of families and small business owners who want affordable access to legal help. Who comes to mind, maybe a coworker, a neighbor, or someone who recently started a business? I’d be glad to reach out in a way that feels comfortable for you.”
Notice that the second version names categories of people, which helps memory, and it gives the member control over how the introduction happens.
Step 4: Make the Introduction Easy
Offer two options and let the member pick. They can send a short message introducing you, or they can share a name and a good way to reach that person. Draft a sample message they can copy and paste:
“Hi [Name], I’ve been using a legal plan through [Your Name] and thought of you. It’s a way to get access to attorneys for everyday legal questions. Would you be open to a quick chat with them?”
Keep the message short and let the member use their own voice. Never contact a referral in a way the member did not agree to.
Step 5: Follow Up and Say Thank You
Once you have a referral, move quickly. Contact them within a day, mention the person who introduced you, and start with a question rather than a pitch. Then close the loop with the member by thanking them, whether or not the referral enrolls. Gratitude keeps the door open for the next introduction. A handwritten note or a short personal message goes a long way.
Track every referral in a simple sheet with the date, source, status, and next step. This also shows you which members are your best connectors.
A Simple Weekly Referral Plan
- Monday: Review your referral pool and pick five people to contact
- Wednesday: Make the asks, by call, text, or in person
- Friday: Follow up on introductions and send thank-you messages
Five asks a week is more than 250 conversations over a year. Consistency beats intensity here.
Compliance Reminders
Describe LegalShield plans accurately, and never promise specific outcomes or results from legal services. Respect do-not-contact preferences, get a member’s permission before reaching out to someone they recommend, and follow LegalShield’s policies and applicable regulations in your area.
Pair Referrals With a Steady Lead Flow
Referrals work best alongside a steady stream of new conversations. When your pipeline has both warm introductions and fresh, pre-screened prospects, a slow week in one channel does not stall your income. That is exactly what Salesexpert.me is built to support, with pre-screened legal plan leads delivered so you can spend your time talking to people who are interested.
Ready to fill your pipeline? Visit salesexpert.me to see how pre-screened legal plan leads can complement your referral system.
