Wednesday, March 19, 2008

Go From a "Me" Process to a "We" Process

Dear Friends,

Today's 3 Minute Referral Tip, Moving From "ME" to "WE", is part of our half day Building A Referral Based Business Workshop I thought we would share it with you today

You'll have more success asking for referrals, and probably feel more comfortable in the process, when you make it a "we" process.

Rather than being self centered in your referral approach become client centered.

It might sound like this:

1. "Let's see who we can help."

2. "I'm certain there are people you care about who might also value this type of service."

3. "There are many people who are getting no advice, bad advice, or incomplete advice and because of that they are setting themselves, and their families, up for disaster. It doesn't have to happen. Let's explore who you care about to make sure they're being taken care of properly."

4. "I know now, and understand why, this home isn't right for you. It doesn't fit your needs. We'll find the right home. You may know someone who might be interested and together we can help them get a great home that works for them."

5. "I'm glad we were able to help you with your mortgage needs. Programs and rates like this will change throughout the year. Who do you know that together we can help get this low rate and feel the pride of home ownership for the first time?"

6. "Thank you for giving me the opportunity to submit a proposal. I'm sorry we were unable to meets your needs at this time. I would like to stay in touch and as your situation changes be
available to assist you then. You may know someone who could benefit from this type of program/service, who we can help together."

7. "I just want you to know that when you refer someone they will be treated the same way and together we'll help the people you care about with their real estate borrowing needs."

I'm sure you get the point.

Together we can help others.

Prospects would prefer to meet you through a referral above any other way. That is why it's your method of business prospecting.

But, you need a SYSTEM for bringing in referrals rather than leaving it to chance.

And that's what we can do together....
Implement referral systems together...

Thank you for giving me the opportunity to share my thoughts with you every day. I'm certain there are agents you care about who might also value this tip, how can we let them know about

Thanks for spending 3 minutes with me...
The best is yet to be!

Always Part Of Your "WE"
Jeffrey Stanton
Your Trusted Advisor For Life

One of the fastest ways to build a successful referral based business is by training. Now, with me, I like to invest significant time immersing myself in training, while some people prefer to take it in bite-size chunks. Whatever your preference is, now is the best time to contact me.

If you have found this tip useful, please share it with any friends, family, colleagues and associates who you think will be interested. Feel free to print it (with credit and subscription information) and continue to enjoy the tips. I am always grateful for any comments, criticisms or other feedback that you may have. Please send them to

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