Client Getting Script #1 Hi my name is Joe Stumpf, founder of By Referral Only. By Referral Only is one of the largest real estate training companies in North America. We ve been the industry leader for 30 years... and we re proud to say that over the past 30 years, we have probably helped more Realtors and more Lenders succeed than any other company in our industry. Today, I m going to give you a simple, but VERY powerful script to help you get more clients in today s real estate market. Our top Realtors and top Lenders have been using this amazing Client Getting Script for 10 years to get more clients. And in today s market, this script works better than ever! As you d expect, our agents with the highest incomes use this script the most... Our top Realtors and top Lenders earn $250,000 to over $1,000,000 in personal income every year. They absolutely LOVE using this Client Getting Script because it s easy to use, and it generates new clients without spending a penny on marketing or advertising. You can use this proven script to help you get more clients every week... and if you talk to a lot of people each day, there s a good chance you can use this Client Getting Script every day! You can use this weekly, or even daily because this script was created to be used whenever someone asks you this common question: How s Business? Now just imagine, for a moment, how many times people have asked you this common question during your career, How s Business? In your day-to-day life people will ask you this simple question over and over again. You ll hear this question from friends, family, clients, business associates, and everyone else you talk to. All of them will routinely ask you, How s Business? Page 2
You ll hear this simple question thousands of times during your real estate career because it s one of the most natural and common things that people say to Realtors and Lenders. So how can you take this common question, and turn it into a consistent referral source that will give you a chance to get more referrals and more business every time someone asks you, How s Business? Before I tell you what to say, please take a moment and think about what you say now whenever someone asks, How s Business? If you re like most Realtors and Lenders, you probably say something like this: Business is great! Or maybe you say, Business is good, thanks for asking. or maybe Business is fine, I can t complain. These are common reflexive answers to a common question, How s Business? But here s the problem: None of these answers moves the conversation in a direction where you have a chance to get a referral or a new client. If you d like to turn this frequent question, How s Business? into a steady source of referrals and new business, you need to answer the question in an uncommon way. You need to turn a casual conversation into a Referral Conversation - a conversation that gives you a chance to get referrals and new clients. Here s what our top Realtors and top Lenders are saying to get new clients and referrals, and you can do this, too. To make it easy I m going to share the Realtor example with you now. If you re a lender, simply substitute the word Lender or Mortgage Broker where I say Realtor and this script will work perfectly for you, too. So here s the Realtor version. When someone asks How s Business?, you say: It s going well, thanks for asking, and it s important you know that I do have time to help you, help your friends, and your family members, or anyone that you care about that could use my help. Then pause, and ask. If your best friend needed help buying or selling a home, do you have a Realtor that you would feel comfortable introducing them to? Page 3
If the person says yes, honor that and move on with the conversation. If they say no, get excited because you have an excellent Referral Opportunity. If they say, No, I don t have a Realtor I d feel comfortable sending my best friend to, then you say, I m curious, what would have to happen for you to feel comfortable introducing the people that you care about to me, so I can help them when they need to buy or sell a home? This simple question opens the door for a wonderful conversation about what makes you unique as a Realtor and how you can be the perfect Realtor to help them, and anyone else they know, who needs help buying or selling a home. By using this script, you have just turned a casual conversation into a Referral Conversation. Now you have an excellent opportunity to get referrals and new clients. And here s the best part you can do this over and over again, because you can use this Client Getting Script whenever someone asks you, How s Business? Our top Realtors and top Lenders have been using this exact script for over 10 years to get referrals and new clients. This word-for-word script has earned them millions of dollars in additional commissions. And now that you have the script, you can start using it, too. Just like our top agents and lenders, you ll be thrilled when you start generating new clients whenever people ask you, How s Business? IMPORTANT: Before you start using the script, I do need to warn you about something... this script works best when you use it word-for-word. Every word of the script has been scientifically engineered, and carefully tested with the top Realtors and top Lenders in real estate for over 10 years. This script uses cutting edge Neuro-Linguistic Programing (or NLP) to turn casual conversations into a Referral Conversations. As a Certified Master Practitioner of NLP, I can tell you with certainty that every word in this script, and the precise placement of each word, has been rigorously tested and retested, for maximum effect. So please be very cautious about changing the script. For you to generate referrals and new clients with this script, we highly recommend that you use this script word-for-word. Using it word-for-word will produce the maximum number of new clients for you and your business. Page 4
Right now you re probably excited about using this script the next time someone asks you How s Business?, and I m excited for you too, because I know that this script will open the door for you to have countless Referral Conversations that can lead to referrals and new clients. If you re like most of the Realtors and Lenders I coach, your next question is probably, What do I say next? What can I say after I use this script, to turn all of my Referral Opportunities into New Clients and Closed Transactions? And this is a great question because we all know that turning Referral Opportunities into closed transactions and commission checks is the ULTIMATE Goal. We don t have enough time in today s training for me to cover this, but I can give you something right now that will give you all the answers you need. To help you turn the majority of your Referral Opportunities into closed transactions, I m doing something VERY special. For a limited time and only while supplies last, I m giving away free copies of my #1 Best Selling Book: Asking For Referrals: 37 Exact Ways To Ask For A Referral And Get It Every Time. If you don t have a copy of this incredible book yet, here s your chance to get it completely free. My Asking For Referrals book is a step-by-step guide to getting all the Referral Business you want in today s competitive market. This book will tell you exactly what to say, word-for-word, to turn your referral opportunities into closed transactions and commission checks. Many of the top Realtors and top Lenders in real estate have told us that my Asking For Referrals book has been the #1 Money-Maker in their careers earning them more income than any other resource in their business! And right now you can get a free copy of this incredible book to help you get all the referrals and new clients you deserve. To get a free copy of the book, before they are all gone, go to this website and claim your free copy now: www.referralmasterybooks.com Enjoy the book, and I ll see you in our next Client Getting Training! Joe Stumpf Page 5