QR 6017

Quick Results Strategy
“I Have Time...” Script
The “I Have Time…” script is an easy way to have a spontaneous referral conversation, or as part of a call campaign to your Top 150. The key element is that you’re not asking the person you called to act; you’re asking if they know someone who wants to act.

Look:      
  Be Specific When You Ask View  
  “I Have Time Right Now” Script View Download
  “I Have Time Right Now” Note View  
Listen:      
  Art of Asking (5 mins)

Learn:

People Love to Help

Marilyn Agoos, with RE/MAX North Dallas in Dallas, TX used this script and got great results. She sent it as an e-mail to her Top 150 and generated three referrals and $22,500 in commissions. Six months later she sent the same e-mail, received two referrals and an additional $16,000 in commissions.

This strategy also keeps Marilyn at her clients’ “top of consciousness.” When they decide to move or hear of others considering this, they will remember to contact her.

A long-time By Referral Only member clearly recalls some advice she got from Joe Stumpf at her first Main Event:

“When you get home, call 10 clients this week or at least one client a day that you’ve worked with and ask them for two high-quality referrals.”

The member took Joe’s advice, called 80 people in her sphere of influence, and sold eight houses in the next five weeks directly as a result of those calls. Many members are shocked at how willing people are to help, when you ask!

So, what do you say when the client answers the phone?

Begin Your Conversation with FORD

It can be awkward calling someone you haven’t seen for awhile even when you do “Have Time.” To help you begin this conversation, follow a simple By Referral Only formula called FORD:

F = Family
O = Occupation
R = Recreation
D = Dreams

Choose one of the letters in the formula as a starter and ask the person about the topic, sharing your personal information as appropriate. For example, you may ask about the person’s family, and give them an update about your family. As the natural conversation about the families winds down, transition into a discussion of why you are calling. FORD is a great model to rely on both in conversation and in letter writing. Think of FORD anytime you need an ice-breaking topic.

Ask for Something Specific

Once you’ve broken the ice, get to the point by asking for something specific. Notice how the script below includes a specific action, a specific time frame, and a specific client profile.

There are several key elements to notice in this script. The first is that you create a sense of immediacy and scarcity. The second is that you are honoring them as a preferred client by offering priority access to your time and services. Finally, you are asking for specific people and not generic referrals. (For ideas on how to ask specifically, see “Be Specific When You Ask” in the green section of The Art of Asking Handbook.) These three elements combine to make this a proven referral-generating strategy.

Follow up the telephone call with a thank-you note and enclose a small gift, like a Starbuck’s certificate, and two business cards whether or not the client refers someone to you on the call. Handwrite the note using the PAN notecards in your Results in Action kit for a special touch.

Activity
Time
Cost
Compile a call list of Top 150. 10 minutes None
Customize and practice script. 20 minutes None
Make 3-5 five calls per day, 5-7 minutes each. 20 minutes None
Write and send follow-up notes, 5 minutes each. 20 minutes Notecards – package of 8 @ $6; gift certificates @ $5 each; postage $.37 each

How it Works:

  1. Print the script and keep it by the phone. Practice it over and over until it feels comfortable. Make the words sound like yours, but do not change the essence of the script or omit any parts.

  2. Get coaching and other helpful ideas from Joe Stumpf and other By Referral Only members around this strategy on this Click Training.

  3. Select a group of past clients or people from your sphere of influence and make 3-5 phone calls a day until you work through your Top 150. Make these 10-minute calls between appointments and other activities as time allows. Catch up at the end of the day. If you get the answering machine, leave your name and let them know you’ll be calling back.

  4. Purchase a supply of thank-you notes and small denomination gift cards. We recommend $5 cards from Starbucks or Barnes & Noble (or other bookstore).

  5. Send thank-you notes or follow-up cards to everyone you contact.


Options and Alternatives:

Be Specific When You Ask

"I Have Time..." Script

"I Have Time" Script 

(Client’s name), I know you’re busy, so I'll keep it brief. I have time right now to help a few new clients who want to (borrow/buy/sell) in the next 30 to 90 days.

Before I put an ad in the paper to attract someone that is not referred to me, I thought I'd give a quick call and offer my services to people you know who might need my help. Who is the next person you know that ... (Insert one of the ten reasons listed in Be Specific When You Ask.)

Sample Handwritten Note

Dear John,

Thanks for taking a minute to talk today. As I said on the phone, I have some time right now to help a few new clients who want to (buy/sell/borrow) in the next 30 to 90 days. Before I put an ad in the paper, I want to offer my time to your friends, family and colleagues who might need my consulting services.

Who is the next person you know that is likely to be (buying/selling/borrowing)? Would you please pass my business card on to them?

I appreciate your help!

 

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