3 Things You Should Be Doing EVERY Single Week

[TripleH]

I have done the refresh thing long ago to people that I felt just needed a nudge. It worked OK.

My mailings were more of a 'disturbing questions' business reply or return card thing. worked very well.

What did the mailings say?

 

[NewbieNewbie]

I have done the refresh thing long ago to people that I felt just needed a nudge. It worked OK.

My mailings were more of a 'disturbing questions' business reply or return card thing. worked very well.

What did you use, if you don't mind me asking?

 

[WinoBlues]

What did you use, if you don't mind me asking?

Let me see if I can find one. I run across them every so often in client files.

 

[DayTimer]

Comrade Day..........you've been paged.

My beeper must not be working. I changed the number and not everyone has it - let's keep it that way for the sake of all that is holy and good here at the forum.

 

[DayTimer]

Any closing appointment I walk out of with less than 3 referrals, I take a hard look at what I did wrong.

I know you said it elsewhere. The Sandy Schussel referral course/program is the best hands down. Everything else is just playing.

 

[rousemark]

Can you elaborate on the "who do you know" question?

Depends on your market...You ask specific questions that guide them to call to mind people in your target market. Who do you know that just retired? Who do you know that may have had a problem getting burial (life) insurance.. Who do you know that just bought a new house.. had a new baby,,,just got married, etc. The list is endless.. It acts as memory jogger, generates conversation, etc.. On every name they mention in the discussion, you follow up on with direct questions during the referral phase. For example, if they mention a name during the presentation, don't interrupt the presentation but continue on and then, once you have closed the sale, return to that name and get details about that individual. The art of gathering referrals is nothing more than being aware and collecting information. My problem was a lot of times I would gather referrals and then never call them... kind of like buying leads you never call (have done that too)

 

[Markthebroker]

I know you said it elsewhere. The Sandy Schussel referral course/program is the best hands down. Everything else is just playing.

There are great fundamentals as well as details in this too.

 

[DayTimer]

There are great fundamentals as well as details in this too.

Yes, I agree. Claude's materials are very good - I have even found useful things in his book on selling local advertising though I don't sell local advertising. His referral approach is also worth committing to practice. Good stuff, @Markthebroker (for a change )

 

[rousemark]

I know you said it elsewhere. The Sandy Schussel referral course/program is the best hands down. Everything else is just playing.

AGLA used to furnish all their agents the Bill Cates, Referrals Unlimited course. Tom Hopkins also has a book out on referrals..

 

[DayTimer]

AGLA used to furnish all their agents the Bill Cates, Referrals Unlimited course. Tom Hopkins also has a book out on referrals..

Cates is still out there but I'm not familiar with him. I read one of Tom Hopkins books that was mostly geared toward listing and selling real estate. Both successful guys to be sure.