Topic: Marketing Ideas / Email that helps build testimonials and referrals

Thank you for the post Sallie. Attached is a word document of the script you provided for everyone to download and customize for their businesses.

Topic: Marketing Ideas / No Reds!

Way to keep it simple and be in action.

Topic: Marketing Ideas / A Script that Works in any Market (Download the Business Update Script)

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.

Topic: Marketing Ideas / No Reds!

Try this. Every Monday morning log into your MyZhone account. Go to the Contacts page and change the sort order to Least Healthy. Now, look at how many in person contacts you have set as your weekly goal. Let’s say your weekly goal for in person contacts is 5, call the top 5 people on the list, make an appointment with each of them for this week by Thursday. On Friday morning, write a personal thank you note for their time. You just got 5 phone calls, 5 in person contacts, and 5 personal notes.

Watch your red contacts disappear.

Note: If the first five can’t meet with you this week, still set up the appointment for when they can. Keep going down your list until you’ve scheduled the number of in person contacts you have set as your weekly goal.

Print the contact list in this order and use the printout to keep track of your daily progress.

I hope this helps.

Topic: Feature requests and questions about MyZhone.com / Referrals Given?

How do I add a referral to my count that I gave to one of my B2B contacts without generating a MyZhone email?
Thank you,
Parley

Topic: How has MyZhone.com helped your business? / Simplify... Simplify... Simplify...

I excel at networking. I built my entire business around it. For 20 years I have had all of my business contacts on a 3×5 index card filer next to me desk.

Now they are all in Myzhone and I feel so organized. I love the health meter! I now know when I need to pay attention to my most valuable assets. (my contacts)

Thanks Myzhone!

Topic: Feature requests and questions about MyZhone.com / Custom Goals

I think it would be a great idea for us to be able to create some custom goals and track them with our dash board.

I also think it would be great for us to be able to change the default sort order for our contacts.

Topic: Ask our Experts! / Improve where you're the worst

I was reading this article on the BNI website and thought it fit very well with Zhone Coaching.

http://www.bni.com/successnet2005/successnet05/...

-Parley

Topic: Secrets to Real Estate Success / Downloads From The Book

Download these files from the bestselling book, “Secrets to Real Estate Success” by Jerry Pujals

Topic: Marketing Ideas / Email that helps build testimonials and referrals

Hello MyZhone.com community. I got this email from a professional I work with and have used it for my business. I sent it out to 72 people I have in my network and got 22 testimonials and 6 referrals!

Dear __,

I’m writing to thank you for having me as part of your __ (health care / real estate / business) team and sharing that trust with your referrals. My goal to help people ____ . I could not do that without your help in spreading the word. Thank you.

In an effort to help more people, I am updating my marketing collateral. The way in which I can help people has grown over the last __ years. Sometimes it helps people if they see that others have been helped with similar problems or are pleased with the service they have gotten so I’d like to put some of your feedback on my new collateral.

I would greatly appreciate it if you wrote a few lines about your experience with my services, how I helped you with a particular issue, or comment about me or my business in general. If you’d like comments to be anonymous, I could just use your initials, but ideally I would like to display your name and either your profession or where you live. As always, I’d like to hear any constructive criticism you may have.

Thank you very much. Know that if you decide to do this, you will be helping others make an important ____ decision.

Be Well,
[your name here]

Topic: How has MyZhone.com helped your business? / Free business cards

I read Jerry’s book “Secrets to Real Estate Success”. In the appendix section there is a B2B script on page 155 that gives the idea of placing business cards with businesses and putting their information on the back of your card to track referral sources.

That got me thinking…

Everyone pays for business cards and everyone passes them out. I got together with a local printing office and we came up with this:

I will pay for 1,000 business cards for anyone willing to put my contact information on the back. Right now, I’ll do it once a month for a different business each month. I’ll only do it for companies that serve the same area I serve, to help build a sense of community and to get my name in front of as many of my potential clients as I possibly can.

In return, I’ll get 250 cards for each of these businesses that also has my information on the back and I’ll be able to send them referrals they can track as well.

How did MyZhone.com help my business? It was the impetus for building my referral network in a way that can be managed. I’ve set these goals for myself and now I’m brainstorming the best ways to make it happen.

Wouldn’t you pay $100 – $200 for someone else to pass out your information to 1,000 of their clients?

Topic: How has MyZhone.com helped your business? / The market is between my ears

“The market is between my ears? Jerry Pujals said this when he was with me in my office and I didn’t know what he was talking about. 6 months into MyZhone.com I now know what he was saying. It’s simple. I create my own reality. The market is great right now. I know this and every week I have significant meetings that help my business.”

Topic: How has MyZhone.com helped your business? / Networking is great!

“At first I was resisting the idea of networking to build business. Then I realized it was because I was afraid of picking up the phone and I expected the business to come to me. Well, after six months of networking I now realize that networking is a great way to develop my business and honestly it is a great way of living in the world! Thanks for helping me achieve greatness!”

Topic: How has MyZhone.com helped your business? / Accountability Partners

“I am a pro at getting around doing what I know is good for me or my business. I have never dealt with accountability before MyZhone and I like it. I put my boss as my accountability partner and now I am diligent at doing what I say I am going to do. My wife says I now need accountability for my honey-do list. Thanks a lot MyZhone! “

Topic: Marketing Ideas / Thank you notes to speakers

I am in a BNI group and I make it a habit to send a thank you note to the weekly speakers. Everyone appreciates getting feedback after doing a presentation and I’ll be more in their mind for making the gesture.

Topic: Feature requests and questions about MyZhone.com / referrals given

I would like to see referrals given as part of my dashboard goals. I would also like the weekly goal of referrals given to go out to my accountability partner. On that note, trainings and resources through myzhone about how to give more referrals would be great.

Topic: How has MyZhone.com helped your business? / Better than law school

“They did not teach how to network in law school. I like how simple it is to get out and prospect with others. Before MyZhone I did not really understand how to get new business. Now after 3 months I consider myself an expert networker. Thanks.”

Topic: How has MyZhone.com helped your business? / iPhone Magic!

This site works for me. Great iPhone interace and easy to use. Thanks. I look forward to networking.

Topic: Marketing Ideas / Getting referrals from restaurants

Since I joined MyZhone.com, I have been very successful building business to business relationships that produce referrals.

I am a creature of habit. For example, I go to the same 2-3 restaurants every month. Not only have I been spending money for family dinners at my favorite spots, but I have brought these establishments tons of business by referring them to my friends and family.

Last year, as part of my business plan, I developed my B2B relationships to capture more referral business. First, I got to know the owners of the establishments I frequent much better. Then, once they began recognizing me by name, I scheduled a meeting to discuss how we can help each other grow our businesses.

My goal at the meeting was to get some kind of promotion or discount to offer my clients and to get the commitment by the owner to refer me business.

I sent out the attached letter promoting one of the restaurants I frequent. I sent out many letters like this promoting my business partners. The key is to make the letter personal.

Topic: Ask our Experts! / Voice Toneality

George,

Your voice is like a musical instrument. Your vocal cords are like strings on a guitar or violin. To improve your tonality, practice relaxing your vocal cords (the area around your throat) so your voice resonates when you speak.

You can practice experiencing the difference by humming. As you hum tighten your throat muscle (vocal cords) next relax and resonate. Notice the difference. The more you relax you throat area the more you will resonate.

Keep practicing relaxing your throat area until you can shift it easily and naturally.

Keep in mind fluids also impact your tonality. When you drink cold ice water your vocal cords tighten and your tonality shifts a little higher.

Also, avoid drinking coffee or tea with cream before an important talk. The cream will coat your vocal cords and impact the resonance.

Other factors are breathing, posture, and confidence.

Breathe naturally and allow the air to create a nice flow pass your vocal cords.

Have good posture when talking. Sit tall or stand tall. Your posture affects your air flow and resonance from your chest.

And, your confidence in what you are talking about reflects in the amount of energy you project, your voice tonality, and crispness in your message.

Ultimately to improve your vocal tonality it takes your complete mind and body working together to create a confident vocal message.

To your success,
-Mike Aguilera
Communication Expert
Speaker/Author/Coach
http://www.MikeAguilera.com

Topic: Ask our Experts! / Role Play Partners

If you want to become more confident, consider role playing your presentation. Georges’ offer is very generous! I would encourage anyone who wants to get better at sales, to take him on it. Thanks for the offer George!

Topic: Ask our Experts! / Voice Toneality

George,

I am going to ask one of our experts Mike Aguilera, to touch on this point for you. However, I am not sure if you are talking about voice or command of the language.

I know that personalities who do voice overs, often have a voice coach. In regard to language, I think role playing is one of the most effective things you can do. I know you know that!

Topic: Ask our Experts! / Commercial Script

George,

It was great meeting you as well!

What I remember talking to you about, was creating a winning script for your commercial real estate business over this forum.

Here is what we can do… let’s start out with some simple questions you can ask a prospect to qualify if this person may have use for your services in the near future.

Then, I would like for you to post the first version of the script you write. After that is done, we will help you polish it. However, the most important thing is to TAKE ACTION right away.

Once you walk into a business, ask to speak to the manager or owner. Introduce yourself and ask the following questions.

Qualifying questions for B2B networking for a commercial Realtor:

1) How is this space working out for you?

2) If you could have your business anywhere in town, where would it be?

3) How much time is left on your lease?

4) Have you thought of opening a second shop?

5) Have you thought of buying your space from it’s current owner?

6) Have you thought of buying your location instead of leasing?

7) Do you have a commercial Realtor that you currently work with?

Remember George, nothing beats TAKING ACTION! Let’s do it!

Topic: How has MyZhone.com helped your business? / Getting it all together

Before I started using MyZhone, my contact information was located on a mixture of my address book, slips of paper and in my head. It feels great to have all my contacts in one place and to be able to keep track of all my interactions with each person. I recently changed my office address and it was so easy to print labels and send a letter to everyone to let them know of the change.

Just want to say thanks for helping me get it all together.

Topic: Ask our Experts! / Commercial Script

Jerry, It was my pleasure menting you at SD Board of Realty. Can you send me the script you were talk about when
you are prospecting door to door to commercial business.