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GETTING REFERRALS

GETTING REFERRALS. Why do people give referrals? Value Like Trust Starts from the very first conversation Building rapport – use their name Building trust – remember their name and key info At Appointment Address them by their last names KNOW both husband and wife’s names

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GETTING REFERRALS

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  1. GETTING REFERRALS Why do people give referrals? Value Like Trust Starts from the very first conversation Building rapport – use their name Building trust – remember their name and key info At Appointment Address them by their last names KNOW both husband and wife’s names Ask permission to address them by their first name before doing so.

  2. GETTING REFERRALS CONT Compliment the home/neighborhood Ask questions How long have you been in the neighborhood? Are you originally from this area? If no, where? What brought you here? What type of work do you do? How long? How did you two meet? During Presentation Opening This meeting is for trainee – talk about them and how well they are doing and thank them for their support – build on their trust If you see value in what we do, maybe you’ll introduce us to a few more people Ask Questions throughout Presentation How many people to you know that need this type of information? If you shared some of these concepts with a family, how would they feel about you? Why don’t they teach this information in school to our children? Can you imagine how your children’s lives would be different financially? Closing

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