Page 25 - Leadership Format System

SECTION
I
Recruiters Mentality
Harvesting Referrals(continued)
On-Going Client Contact
Anytime you have follow-up contact with your clients, you are continuing to build your relationship with them as well as creating opportunities to get new referrals. No matter how much time has passed, your clients have met new people who need to hear about our concepts.
“Hello, this is _______. How are you? As I promised when we met, I’m calling to check and see if your financial picture has changed or if you need any help from me.”
Wait For Answer (WFA)
“I appreciate the opportunity of doing business with you. I love sharing our concepts because of the impact they have on peo- ple’s lives.
“As you know I work through referrals and I do not want to burden you again by asking for a list of names, but
I would ask you to encourage your friends and business associates to give me a call. I’d love to show them the power of the concepts we’re offering.
“Thanks again, and if you need anything please feel free to give me a call.”
Overcoming Objections in the Referral/Lead System
Here are the 3 most common objections in trying to get referrals:
1. Some clients feel uncomfortable that they may upset their friends and relatives.
This comes mostly from typical over-aggressive sales people who are too pushy in the sales process. It is
important for you to let them know that if the referrals are not interested in meeting that you will not pressure them in any way. Due to the potential impact our concepts and products could have on their financial future, these people should at least have the opportunity to hear about them.
2. Some clients tend to rule out certain people based on their own judgment.
It is important that your clients know that you have the capability of providing the products and services to people who are both above and below their own financial status. It is important to tell your clients not to prejudge anyone.
3. Clients feel like they don’t know anyone to refer.
It’s possible that they cannot think of anyone at the moment. Most people know more people than they realize once they think about it. This is where the Memory Jogger sheet from Step 1 of the LFS comes in handy to help refresh their memory. Once you master overcoming objections, you will truly have a successful turn-key referral/lead system.
For training and educational purposes only. Not to be used with the public.
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Section I — RECRUITERS MENTALITY