Being shy is expensive

If you follow me on social media, you might’ve seen my post on 5 truths about asking for what you want. 

If not, let me give you a quick recap on those 5 truths. 

1. There are rarely negative consequences to it. 

As long as the request is appropriate and you’re not being too needy, the worst that will happen is you get a “no” or ignored.

2. If you don’t ask, you either won’t get what you want (e.g., asking to connect with someone)...

Or you’ll get it a lot later than you want it (e.g., asking for a promotion or raise).

3. People are usually afraid of asking for silly reasons. 

Getting rejected or ignored doesn’t invalidate you – it shouldn’t shake you to your core.

4. The more you get rejected and ignored, the less they affect you. 

Go out and rack up a bunch of no’s. 

Best case, you get a few yeses. 

Worst case, you just grow as a person.

5. There is a difference between being aggressive and assertive. 

Being assertive is healthy. 

Case in point… if you ask more, you get more. 

Research has found that only 11% of clients had been asked for referrals. Yet, 83% of those surveyed said they would happily recommend their advisor but had not been asked. 

🤯🤯🤯

Now, for HOW to ask for what you want in many common sales situations with Realtors, Lenders, and others…

Here’s my strategy:

1. Acknowledge
2. Commend
3. Ask 
4. Reassure
5. Gratitude

1. Acknowledge 

Affirm the other person, genuinely:

“Hey [Mr. Happy Client], I really enjoyed working with you. You were so receptive to all the education, timely in returning all the documents we requested of you and so deserving of this loan. It was an honor working with you/”

2. Commend

Have the other person praise you (fish for the complement):

“What was one thing we did really well for you?

3. Ask

Be specific, clear and concise with your ask:

“It’d be silly of me not to ask, but would you feel comfortable referring me to your friends or co-workers? [pause, listent]

4. Reassure

“...I can assure whoever you connect me to will be highly taken care.”

5. Gratitude

“Thank you [Mr. Happy Client], I made a promise to myself years ago to build a referral only business which put the healthy pressure on me to bust my butt for every single person I help, so your endorsement of me is everything to me.”

Boom.

That is a simple framework to utilize. 

Practice it, build your courage muscle and it’ll be easier and easier with reps. 

Gone will be days where you’ll:

“If you know anyone that is looking to buy, sell or refinance…”

^ that tackiest script in the world. 

Anyone is…

NO ONE. 

Hope this impacted you today. 

Go and ask for what you’ve earned, because if you don’t, someone else will ;)

-Amir

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