top of page
GETTING REFERRALS:
BUILDING THROUGH WARM and HOT MARKETS
MINDSET
Mastering Client Referrals
VERBIAGE
THE WORD "REFERRALS" IS A NEW and STRANGE WORD or CONCEPT FOR MOST, ESPECIALLY THOSE WHO AREN'T FAMILIAR WITH OUR BUSINESS, OR BUSINESS IN GENERAL.
SO DURING THE PRESENTATION, WE ASK AND SUBTLY SUGGEST INTRODUCTIONS BY SAYING:
(Be sure to note the names and numbers, as they're being given)
1) Isn't this information amazing? Who are some people you love that you would want us to share this with?
2) Did you know this information before today? Imagine if someone didn't ask me to meet with you...Who are 5-10 close friends/familiy members you would like for me to share this with also, in the next 2-3 days?
3) Would you say you and your coworkers have the same 401k/403b/457 plans through the job? Who are 3-5 of your favorite coworkers you would want me to show how to retire in dignity also?
4) Mr./Ms._____, would you agree that we are in the information age today, and the person with the most corect information will be able to make the best decisions and take the best actions in life? (PAUSE - WFA)
Imagine, being able to improve your community by just having me share this with everyone you know...how would you feel about this? (WFA)...So, let's make a list of people for us to help the community (Get names and numbers)
5) If they become a CLIENT: We need to note 5 EMERGENCY CONTACTS for you, in case we need to reach you or something happens to those you have noted as your BENEFICIARIES.
OVERCOMING QUESTIONS and/or CONCERNS with GETTING REFERRALS:
1) I DONT KNOW ANYONE
YOU DONT KNOW ANYONE WHO NEEDS THIS INFORMATION?
REMEMBER, MY FOCUS IS TO SHOW THEM AND THEY WILL DECIDE WHAT THEY WANT TO DO - ALLOW THE PEOPLE YOU KNOW TO DECIDE FOR THEMSELVES... (Proceed to asking for defined specific people)
WHO DO YOU CALL ON YOUR PHONE?
WHO DO YOU TALK TO AT WORK?
WHO DO YOU LIVE WITH?
WHO DO YOU KNOW OUT OF TOWN/STATE?
WHO DO YOU KNOW THAT IS MARRIED?
WHO DO YOU FELLOWSHIP WITH?
WHO DO YOU KNOW THAT'S M.A.C.H.O.?
2) I WOULD LIKE TO CALL THESE PEOPLE FIRST BEFORE GIVING OUT THEIR INFORMATION
OK, I UNDERSTAND BECAUSE I WOULDN'T WANT A STRANGER CALLING ME EITHER. HOW ABOUT WE CALL THESE PEOPLE TOGETHER NOW, SO YOU CAN INTRODUCE ME AND LET THEM KNOW TO EXPECT MY CALL LATER.
RECRUITING / BUILDING thru the REFERRAL LIST
After listing all the names and numbers received, and at the end of your presentation, you can use this list to help someone to decide to at least try the business by asking one simple question:
IF I COULD SHOW YOU HOW TO HELP ALL THESE PEOPLE YOU LISTED HERE AND YOU MAKE MONEY WITH ME, IF EVEN JUST PART TIME OR AS A LICENSED REFERRAL AGENT, WOULD YOU WANT ME TO SHOW YOU HOW TO DO THIS? (WFA)
If the answer is YES: COMPLETE THEIR IBA and this REFERRAL LIST would now become their INVENTORY LIST for their business.
If the answer is NO: THANK THEM FOR THE INTRODUCTIONS and this list becomes YOURS! CALL THIS LIST ASAP/NEXT DAY!
Getting Introductions
Master Prospecting - Steam
Develop a Perpetual Referrals System
Ask for Referrals and Actually Get Them
Getting through Referrals
When & How to Ask for Referrals
bottom of page