What I found was most of my problem was just my perception of what others were thinking about my request vs. the actual reality of the situation. It took me a little while to gain my confidence but once I understood the value I was delivering I wasn't so hesitant to ask my clients, friends and referral partners for referrals or introductions. What I've found over the last 15 years of asking for referrals is that most people want to help others to succeed (especially if you've helped them in some way). If we would just ask them for what we were looking for in a specific manner they would give us what we wanted. Below are my personal favorite referral generator scripts that you could use or adapt to create your own script... 1. 15-Day Post Closing Call - "(Client’s first name), do you have any other questions about your new home mortgage?" (Answer any questions they may have and then say) "Hey (client’s first name), before I let you go I have a quick question for you. Is there anyone you know that could benefit from knowing a trusted mortgage professional like me?" Note: Don't forget to follow up with the person if they say "not right now" as this will be the typical response. Simply say "I'm sorry (Client’s first name) I don't mean to put you on the spot. Would it be okay if I followed up with you in a couple of days to see if anyone came to mind? Remember, it doesn't have to be someone who needs a home mortgage right now. It could simply be an introduction to a friend, co-worker, family member or other professional like a Realtor, Financial Advisor, CPA or Attorney. There are lots of people out there who could benefit from having a great mortgage advisor inside their Rolodex right?" 2. End of a phone call or personal meeting – “(Client’s first name), do you know of anyone else who's in the market to purchase, sell or refinance a home in the next 6 months?” 3. End of a phone call or personal meeting – “(Client’s first name), do know of a high quality real estate agent (financial advisor, CPA, attorney, builder, contractor, insurance agent, etc.) in your neighborhood could I could refer my clients to?” 4. End of first phone call or personal meeting – “(Client’s first name), over the next few weeks my team and I are going to strive to make this home loan process the best customer service experience you've ever had. In doing so, we hope to earn your respect, future business and referrals. At the closing of your loan I'm going to ask you if we met and exceeded your expectations to make sure we hit our goal. Would that be okay with you?" Note: Once they agree to this you have their permission to ask for a testimonial and a referral! Be sure to follow up and ask if you met or exceeded their expectations. If you did, you can just remind them of this conversation and then ask for the referrals. Once you have mastered one or more of the above scripts, you can then choose to add additional strategies to see which works best for you. Remember, if you ask for referrals you will get referrals and if you don’t you won’t! Don’t be concerned about those that don’t give you a referral as that’s how things work. Some will, some won’t, so what. Play the numbers and you’ll with the referral game at the end of the day, week, month and year. Set a goal every workday by 6pm to get at least 2-3 referrals from those you have contact with during the day. Don't let the sun set before you get some business from the business you already have right in front of you. Everyone can introduce you to someone if you just ask them and follow up. Do you feel "Needy" when you ask for a referral or do you ask with confidence like you deserve a referral for the service you've given to the client or referral partner? Early in my sales career, I often felt needy so I began to research new strategies and tactics that would help me become more comfortable. I knew asking for referrals and introductions were great ways to open new doors of opportunities but I needed to learn how to do it right as my way wasn't working too well.
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