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Get More Appointments By Building Rapport First


When a person says, "My brother is thinking about buying, selling or borrowing," what do you do next? 

What kind of information do you seek out about the brother before you make contact with him?

The first thing to do is gather as much information as you can about the brother so when you contact him you have some type of rapport.

Here are 10 questions to gather all the information you can about the person who was referred to you.

10 Questions to Ask Your Client About the Person They Referred

1. What is the nature of your relationship?
2. What do you admire most about them?
3. Why did you think of them first?
4. What kind of person are they?
5. What do you know about the rest of their family?
6. Do they have any special interests?
7. Why do you think we would be a good match?
8. How do you think they will respond to your giving me their name?
9. What are some challenges they are facing right now?
10. What is the best way for me to approach them – do you want to call them first, should I call them directly or should I send them a letter first?
 
Your first contact with the referral is critical. One way to begin a relationship is with a letter of introduction. If it fits and it’s appropriate, I encourage you to send a letter before you call.
 
Here’s a sample template for the letter:
 
Introduction Letter Sample Template
 
Dear Sandy,

I recently had the pleasure of helping Tim Dorland and his family buy a great oceanfront home in Daytona. In the course of our conversation, your name was mentioned. Tim is a big fan of yours because (fill in specific information from your questioning) and he admires you a great deal.

Tim also told me that you and your wife were looking for property along the coast. I help people move from their current home into the coastal home of their dreams.

I told Tim I would call you and introduce myself, but I thought you might want to give him a quick call first to see what he has to say about the value of my help.

In a few days I’ll contact you by phone to see if there is any way that I can help you. Please know that because you are a (colleague/friend/family member) of Tim’s, I will respect your time and wishes.

I look forward to talking to you on the phone.

Your Name,

BY REFERRAL ONLY Consultant

What process do you use to follow-up with your referrals?

Reply below and let me know.

 

 

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This entry was posted on Wednesday, October 14th, 2009 at 3:58 pm and is filed under Uncategorized. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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