You will never get what you want in life if you don’t ask.
And life punishes the vague.
Oftentimes on our group coaching calls, I will role play with the Loan Officers and ask them to pretend I am a Real Estate Agent that they just had an awesome coffee meeting with and to ask me for the business.
(Role playing is the most underused, but most impactful sales coaching method by the way).
Typically what happens is that the Loan Officer students role playing with me will ramble for what seems like 10 minutes, vaguely asking for the business, overselling, or never even asking at all!
We always laugh together as a group, BUT, deliberate practice makes perfect.
So here are some of my best go to closing “scripts” to help you ask for what you want without sounding corny.
Remember though that these scripts are just guidelines.
Don’t memorize them word for word - express it in a way that feels natural to you.
BUT also don’t deviate from the essence of the script either!
Sales is both art AND science.
So, without any further delay, here are a few for you to close better than a brand new door!
“It’d be silly of me not to ask, but would you consider referring me to your next buyer?”
“Do you have any reservations in referring me to your next buyer?”
“I’ve enjoyed our time today and know we can do great things together. Do you feel comfortable referring me to your next buyer?”
Boom.
Clear, concise and CRISP!
Sit on your hands after asking and just zip it. There is power in the pause.
Overtime, you won’t feel as uncomfortable asking, but you have to ask.
As a bonus, here are a couple more to deploy for when you already have the first meeting and haven’t received a new referral yet:
“Hey [name], I’ve been so excited to show you my skills since our first meeting! You’re still comfortable referring me to your next buyer right?”
"Hey [name], I believe I have made a lot of effort to build a professional and personal relationship with you, but haven't seen a return. Give me some feedback please, is there anything I can do differently?"
"I clearly missed something for you, because I understood your needs as A, B, and C. What was it that I missed?”
As always, put in the reps. Deliberate practice makes perfect.
And remember, being shy is expensive.
Nice guys/gals finish last, but GOOD guys/gals finish first.
Go get ‘em!
Here are your action steps for today:
Practice these out loud and put it in play in your next 2-3 Real Estate Agent prospecting meetings.
Whenever you’re ready, here’s how I can help you!
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