Generating Leads by Making Referrals Easy: How I Help Others Help Me

By Jenny Holly Hansen | WBN News | May 26, 2025

One of the most valuable sources of business growth I’ve experienced comes not from cold outreach or digital ads—but from referrals. When someone confidently recommends me to a friend or colleague, the trust is already there. The conversation starts warmer. The decision process moves faster. And the relationship often goes deeper.

But here’s the truth: referrals don’t happen automatically. People want to help—but only if you make it easy for them to do so. That’s why I focus on clearly communicating what I do, who I help, and how I make a difference.

Here’s how I approach it:

1. I Define My Value in Simple, Clear Terms

If someone only has 10 seconds to explain what I do to someone else, I want to make sure they’re set up for success. That means avoiding jargon and boiling my message down to something memorable and clear.

For example:

“I help business owners protect what they’ve built by offering insurance strategies that actually make sense for their industry.”

This kind of statement gives people something concrete to work with—and it sticks.

2. I’m Specific About Who I Help

People want to refer others, but they need a clear mental picture of who the right person is. So I don’t say, “I help everyone.” I say things like:

• “I work with tech start-ups and investors who want to de-risk their growth plans.”
• “I specialize in insurance for manufacturers, logistics companies, and developers in BC.”
• “My clients are people who’ve outgrown generic insurance and need tailored advice.”

This specificity helps others scan their network mentally and think: Oh, I know someone like that.

3. I Provide Useful Language They Can Use

Sometimes people hesitate to refer you because they’re not sure what to say. So I give them a little script or story they can use.

Something like:

“If you’re ever worried your insurance wouldn’t actually help when something goes wrong, you should talk to Jenny. She’ll give you a second opinion—and she’s great at explaining things without all the fine print confusion.”

Giving others that kind of phrasing makes it easy and comfortable to open the door on your behalf.

4. I Stay Top of Mind With Value

People don’t just refer you because you asked once. They refer you because you consistently remind them—with value—that you exist and you care.

That’s why I stay active in my network with:

• Helpful articles
• Business spotlights
• Thoughtful follow-ups after events
• Celebrating their wins

It’s not about always selling—it's about always showing up.

5. I Say Thank You and Keep Them in the Loop

When someone sends a referral my way, I never let it go unnoticed. I always take the time to thank them—personally and sincerely. And if the referral turns into a client, I keep the referrer updated (without breaking confidentiality) to let them know their effort mattered.

This creates a positive feedback loop that encourages future referrals and deepens the relationship.

In the End…

Making it easy for others to refer me isn’t just a tactic—it’s part of how I build trust, collaboration, and long-term partnerships. When people know exactly what I do, who I help, and why it matters, they don’t just remember me—they recommend me.

And that kind of lead generation? It’s not only effective. It’s the most rewarding part of what I do.

Let’s Keep Talking:

Jenny is a business insurance broker with Waypoint Insurance. With 19 years experience, she will well versed in the technical aspects of business coverages.

She can be reached at 604-317-6755 or jholly-hansen@wbnn.news. Connect with Jenny on LinkedIn at https://www.linkedin.com/in/jenny-holly-hansen-365b691b/.  Connect with Jenny at BlueSky: https://bsky.app/profile/jennyhollyhansen.bsky.social

Let’s Meet Up:

Jenny Holly Hansen is a cohost with Chris Sturges of the Langley Impact Networking Group. You are welcome to join us on Thursday’s from 4pm to 6pm at: Sidebar Bar and Grill: 100b - 20018 83A Avenue, Langley, BC V2Y 3R4

TAGS:  #Jenny Holly Hansen #Generating Leads #referral #My offer, My Value