Quick Sales Tips from the Edge Platform Checklist
A Creative Take on Referrals: The “Elephant in the Room” Approach
There was once an MDRT practitioner who shared a clever and memorable tip for bringing up referrals — and it all started with an elephant sticker on his iPad. The sticker, clearly visible during meetings, often sparked curiosity from clients who would ask, “What’s this elephant about?”
That simple question gave him the perfect opening. He’d respond:
“I’m glad you asked — this elephant represents the ‘elephant in the room,’ which is referrals. Since we’ve worked together for some time, I hope you’ve found value in what I do, and I’d truly appreciate the chance to extend that same support to your friends and loved ones.”
This light-hearted yet thoughtful approach lowered client defensiveness and moved away from the usual referral scripts.
Inspired by this, the Edge Platform Checklist looks to help consultants spark natural, non-intrusive conversations around referrals — simple, impactful, and more direct, all while keeping things comfortable for clients.
Turning Checklists into Conversations: The Power of “Pay It Forward”
At the end of the Edge Platform Checklist, you’ll find a unique feature — the “Pay It Forward” checkbox. It’s a simple yet effective tool designed to help consultants open up the topic of referrals in a natural, non-pushy way.
As clients go through the checklist, consultants can casually ask, “What do you think this box is about?” or wait for the client to ask out of curiosity. In most cases, the client won’t know the answer — which gives the consultant the perfect chance to clarify and smoothly transition into their referral pitch.
This mirrors the earlier “elephant in the room” method — disarming, friendly, and conversation-driven.
To make things easier, we’ve included a sample script below for consultants to refer to when using this approach.
1) Purpose - “This Pay It Forward box actually refers to referrals. In our line of work, referrals are one of the greatest compliments we can receive. I hope you’ve found value with me as your consultant, and if so, I’d love to extend the same help to your friends and family.”
2) Incentivize - “I also run a small referral programme with a little token of appreciation for each referral, so if anyone in your circle needs a portfolio review, I’d be happy to reach out to them.”
This approach makes the checklist do more than just review — it creates a sense of missing out on unchecked areas and offers a smooth, stress-free path to open the door for referrals.
You can then gently follow up with:
3) Push for Answer - “So, do you have anyone in mind right now?”
4) Create Opening for Follow Up - “If not, no worries at all — just let me know if someone comes to mind later, or I can check in with you again next week!”
And end the conversation on a warm note:
“I’d really love the opportunity to meet your loved ones and welcome you to my Platinum Clients Rewards Programme!” 😊
