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On August 14th, Jamie Stein who operates Health NH.com, a privately owned health exchange, addressed the Rotary Club of Nashua regarding Health NH.com. The exchange provides information about health plans for businesses and individuals including major medical, HSA, HMO and PPO. He works exclusively by referral.
A referral is described as a recommendation, directive based on quality service. What is the benefit of operating on referrals? It offers a warm introduction and reception, trust, the best kind of lead, people know you are coming and you have a solution to their problem. It allows for more time working with clients and less time looking for business.
If you do a good job, you always have a steady stream of clients… this is really a myth. You must be surrounded by people who have a business relationship with you and who are willing to help you build more.
Jamie noted that self-employed people are most interesting because they take a passion and make it a career. When you are making an introduction, be personable. Do not just ask, “How is business?” ask, “Why do you love what you do.” Learn about the people you are talking to. Building a business on referral is all about personal relationships.
Following a question and answer session, Jamie thanked Rotary for the opportunity to speak to our club.