I have recently coached numerous realtors that have an extended network of hundreds of contacts including past clients and family and friends that they have not been in touch with for a long time. What I hear most is that they do not know what to say to their network or they do not know how to call and ask for a referral. Both of these issues can be overcome with relative ease by following the exercise below and modifying the Business Update Script for your business.

First: Indentify a specific client you want to work with

A couple examples are first-time home buyers or people looking to buy their second home. Do not get caught up in asking someone if they know of someone looking to buy or sell a home. The more specific you are, the more your network will think of who they can refer you.

Second: Modify the Business Update Script

Download the Business Update Script. There is one for a realtor and one for a lender. Use them as is or make changes to them. The important parts to note are:

• People love to hear from you and get updated on what you are doing in your business.

• Saying “a 2 minute call about business” sets the context of the call. You will not get caught up in a personal conversation attempting to bring up the real intention of the call. The people you call will appreciate this.

• You are not asking for a referral. Instead, you are offering your services twice.

• You are qualifying the prospect. If they agree to have you call from time-to-time, you have their permission to market to them.

Third: Role Play the Script

Practice with a colleague, friend or family member. Role play for no more than 20 minutes. Ask for some feedback and get ready to make some calls to your network.

Fourth: Call Your Network

Set some goals. If you have 100 people in your database, commit to calling 5 or 10 a day. Remember a contact is not leaving a message. A contact is getting someone on the phone that says yes or no.

Attachments

	Script_for_Lenders.doc 26 KB, Download
	script_for_realtors.doc 26 KB, Download