No Broke Months For Salespeople - Three steps on how to Reinforce Referrals

Starting point is 00:00:00 they're going to be obliged to fulfill that if they can. So now we're controlling it, okay? Because what you want to do is you want to make sure you're controlling every step of the process so that you don't want them to just give your name out and hope and pray that they call you. Welcome to the No Broke Months for Real Estate Agents podcast. Working as a real estate agent can be incredibly rewarding and fulfilling, but it can also be frustrating if you aren't making the money you deserve. So if you're ready to end the stressful cycle of working hard for no results, then get started with a proven step-by-step system so that every month is no broke months.

Starting point is 00:00:42 My name is Dan Roshan. I'm the host of the No Broke Months podcast, which is a show for real estate agents to help you have no broke months. Thanks for joining me. Enjoy the show. Three steps on how to reinforce referrals. Real estate coach Dan Roshan of No Broke Months for real estate agents talks about the three important steps on how to handle referrals. Dan explains that by following these steps, you will be able to take control of the whole process instead of waiting for a callback. Learn more about these three important steps on how to reinforce referrals in this new episode of No Broke Months for Real Estate Agents. How am I going to respond if I get some yeses this week? If they say yes, then you just simply book a phone call with them or a video appointment with them and let me

Starting point is 00:01:33 know and I'll help you out with it. So basically I'm asking that person for that other person's contact info? Write down the next script if you could. Yep. So what you do when you get the referral, you say, fantastic. Thank you so much for connecting me with him. Would you do me a favor? Would you introduce them to me via text? Give them my name and information and give me their name and information in a text introduction. That way I can make certain that I can appropriately follow up with them and then that they get the care that they deserve. And when you refer to me, I promise that I will treat them like gold.

Starting point is 00:02:13 I'll update you throughout the process. And most importantly, I'll make you look good. So let's take a look at those, the structure. There's really two things that I just did there. The first thing is, will you do me a favor? It's very specific language. So before I teach this, I'm going to ask for somebody's help. March, can you do me a favor real quick?

Starting point is 00:02:37 What is it, Tom? All right. What are you feeling right now? Grateful that I'm here. Grateful that you're here? Is that just gratitude that you're here or is that grateful that I asked you for a favor? No, I'm just grateful that I'm here. Grateful that you're here? Is that just gratitude that you're here? Is that grateful that I asked you for a favor? No, I'm just grateful that I'm here. Got it. How do you feel when I asked you for a favor? If I can do it, why not? So you felt compelled

Starting point is 00:02:54 to oblige if you could. Yes. Okay. Again, words matter. So I started that second thing there. So Sherry asked, what do I do when I get a referral? Can you do me a favor? They're going to be obliged to fulfill that if they can. Would you introduce them to me via text where you give me their information, you give them my information? That way I make certain that we don't miss each other and we get connected and I take appropriate care of them. So now we're controlling it. OK, Because what you want to do is you want to make sure you're controlling every step of the process so that you don't want them to just give your name out and hope and pray that they call you. Because now when they do the text introduction to you, who's in control of the next step? You are. Now that you got control of the next step,

Starting point is 00:03:42 now you just simply give them a call. So that's step one of what we just did there was like, how do you get the referral? Step two is the reinforcement. So I made a promise. Once they introduce them to me, I'll treat them like gold. I'll update you throughout the process. And most importantly, I'll make you look good. Why am I saying those three things there? I'm saying those three things there is because when you refer somebody to somebody

Starting point is 00:04:06 else, what is it that you want to have happen? Basma, you got a contractor? Yes. And I want to make sure that my contractor is not going to let you down. Yeah. So when you make that referral for your contractor, you want your contractor to treat me like gold, right? That's correct. You would love it if they update you throughout the process. So now you have reassurance that that contractor is treating me well. But really, you're introducing them to me so that you look good to me.

Starting point is 00:04:36 Yes, because I feel if my contractor did a crappy job, it's going to get back to me. Right. Contractor does a crap job. Well, Bosma gives crappy referrals. So I can't trust Bosma for a good referral, right? Like, so, so when you tell them about the referral, you ping into the reasons and they don't recognize this consciously, but subconsciously of what do they want? So the three things that they want is thank you so much for introducing

Starting point is 00:05:01 them to me when I take great care of them, presumptive languaging, I'm going to treat them like gold. I'm going to update you throughout the process. And most importantly, I'm going to make you look good. Now, last thing to do, update them throughout the process. Two reasons. One's probably more important than the other. The reason why that may be less important is it's the right thing to do. The reason why it's more important is because if you're willing to do. The reason why it's more important is because if you're willing to give me referrals, you're going to be willing to give me referrals. I want to make sure we're creating a great relationship. If I only have the capacity for 20 or so relationships, you know, that are really sort of close or whatever, business relationships, wouldn't I

Starting point is 00:05:41 want to take those 20 or so relationships and have them with people who are willing to help me? I mean, I'm automatically going to help you, but wouldn't I want them to help me as well? Because you only have a capacity of how many relationships you bring into your life. So the relationships that are willing to refer to you from a business perspective, guess what? Those are the relationships that you may consider to pour into. Interesting thing of this is many people would refer you if they knew how. Most people don't know how. So when you find that weird, interesting, unique person who not only will refer to you, but also knows how to refer other people, man, that's somebody you want to tie onto. Because if you have a hundred relationships, maybe 20 of them may say, man,

Starting point is 00:06:30 I'm going to help you out all day long. But even of those 20, maybe you only five of them have the ability to do so. Those five, love, love, love, love on them. And definitely make sure you're updating them because they're going to refer you once. Hopefully they're going to refer you again. Thanks so much for listening to the No Broke Months podcast today. Until the next show,

Starting point is 00:06:52 I invite for you to be grateful, make good choices, help someone, have the best day of your life and go find a listing.

No Broke Months For Salespeople - Three steps on how to Reinforce Referrals

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