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www.growupsales.com 1
Joe Micallef – Sales Strategist & Coach
6 February 2020 – Nebraska Mortgage Association
Sales Excellence WorkshopGaining More Referrals
Joe Micallef – Sales Strategist & Coach6 February 2020 – Nebraska Mortgage Association
Sales Excellence WorkshopGaining More Referrals
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The most definite, absolute, easiest, certain, fair-dinkum way to influence a referral is to …...
“Do a great job!”
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Develop a REFERRAL MINDSET
1.Expect Referrals2.Build Referral Relationships3.Leverage Reciprocity4.Know What A Good Referral
Looks Like5. Adopt Referral Strategies
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Building Referral Relationships
Why do people refer you business?
TheyLike You
TheyFeel Obliged
They Seek Expertise
They Commit To
You
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Building Referral Relationships
Who are the BEST referrers?
TheyLike You
TheyFeel Obliged
They Seek Expertise
Those who RESPECT you and VALUE your relationship
They Commit To
You
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ReciprocityObligation
CredibilityExpertise
Liking - Rapport
Commitment - Follow Through
TRUSTED INCLUDED
VALUEDRESPECTED
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What’s Your Score?
1010
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BuildingRelationships
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HOW?
1. LIKING / RAPPORT2. CREDIBILITY / EXPERTISE3. RECIPROCITY / FAVORS4. DETERMINE COMMITMENTS
WHY
WHAT HOW
HOW do you BUILD RELATIONSHIPS?
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SoftIndirect
HardDirective
Spectrum of referral strategies based on your:• Mindset & Confidence• Relationship with Client• Skills / Ability
Adopt Referral Strategies
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“If you know anyone else, please feel free
to introduce them to me ...”
Hopeful Request
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Customer: How are you?Adviser: Great thanks. I’ve been getting quite a few
referrals though, so I’ve been quite busy. What can I do for you today?
Social Proof
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Make It Easier
“Is there anything I can do to make it easier
for you to refer me?”
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Capacity Request
“I’ve recently closed quite a number of transactions and I’m back in the market for a few more key clients, so if you know anyone I should talk to, please feel free to give them
my details.”
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Reference Point
“Sometimes prospective clients ask to speak to a few of my existing clients. Obviously I wouldn’t disclose
anything personal, but if I was asked for a reference,
would you be open to acting in that capacity?”
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Specific Target
“I’ve been working with quite a few Lawyers recently and I thought I should ask whether you think your Lawyer would be interested in meeting with me?”
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Generational
“I’m interested to know whether you think I should speak to any of your children about their property
investment. What are your thoughts on that?”
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Advice Request
“I’m hoping you can provide me with a little bit of advice. If you were me, how would you approach other property investors to discuss helping them
manage their investment?”
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Plus One
“Do you know any other Realtors that would like to come to this sort of event?“
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Targeted Nudge
“I’m really keen to meet with your Developer Partners. Do you think you could invite them along?”
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Negotiation
“Hypothetically – if I did agree to discount fees foryour clients how comfortable would you be
introducing me to other Realtors at your agency?”
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Agenda Item
Agenda:1. Review Your Loan Facility & Immediate Needs
2. Support Your Other Financial Needs
3. Referral Discussion
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1. Agenda2. Negotiation3. Targeted Nudge4. Plus One5. Advice Request6. Generational7. Specific Target8. Reference Point9. Capacity Request10. Make it Easier?11. Social Proof12. Hopeful Request
HardDirective
SoftIndirect
Consider whichstrategies you’re
confident withand develop
“scripts”
Adopt Referral Strategies
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Gaining More Referrals is easy ….
1. Build Committed Relationships 2. Confidently Be Directive
SoftIndirect
HardDirective
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Contact Joe [email protected] 329 0066
Sales Excellence WorkshopGaining More Referrals
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