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GETTING
REFERRALS THROUGH "MONEY IN MOTION"
by Bill Cates
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STEP #1: Discuss the
value recognized.
YOU: Martha, at this
point I'd like to take a few minutes to review our process thus far. Have you found
this process to be valuable, and if so, in what way?
MARTHA: Absolutely. First, just taking the time to really think through my situation
has been helpful. I'm learning so much. Plus, I now feel we're on the road to some
great strategies for my retirement and the education of my children. I guess peace
of mind has been a by-product of all of this.
STEP #2: Treat
the request with importance.
YOU: Glad to know
you're seeing the value in our work. With that in mind, I have an important question
to ask you.
MARTHA: Okay.
STEP #3: Get permission
to brainstorm.
YOU: I'm wondering
if we can brainstorm for a few minutes about people you care about who should know
about the important process we deliver. Could we do that for a few minutes?
MARTHA: Sure, I guess so.
STEP #4: Suggest
names and categories.
YOU: Great. We're
just brainstorming here. Let's begin with what I call "Money in Motion"
questions. Quite often, I am able to really help folks who fall into this category.
So, let me ask you a few questions to trigger your thinking.
MARTHA: Okay, shoot.
(Then - YOU proceed
with various questions as below):
Who do you know who
might also be selling their business - as you have just done?
Who do you know who is about to retire?
Who do you know who might be changing jobs and, therefore, may need help in moving
their 401(k)?
Who do you know who might be inheriting an estate from a parent?
Who do you know who might be coming into some money through a divorce or other legal
settlement?
TEACHING POINT:
There are many ways to implement our 4-Step Process for Asking for Referrals. The
above script is meant to trigger you imagination and help you come up with your own
language.
Bill Cates is the author of Unlimited Referrals and president of The Referral
Marketing Institute. He works with financial service companies to build a more committed
sales force with their reps to attract higher quality clients through referrals and
other powerful marketing strategies.
To learn more about Bill's great books and tapes, go to Bill's web site or give him
a call.
EMAIL:BillCates@ReferralCoach.com
PHONE:800-488-5464
WEB SITE: www.Referral
Coach.com
©
2001 by Bill Cates "The Referral Marketing Institute"
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