What to SAY to GET Referrals: Platinum Card – The Kindling Question- Prospect

Referral Trigger for the week of November 7
Topic: Platinum Card – The Kindling Question
Conversation lead by the Canton Business Leaders Team

Abstract business background. Identify a situation that occurs three steps
before a prospect is ready for you.

  • Now give us three options every
    prospect has at that stage.
  • Finally, tell us the path your prospects
    will choose,
    and give us a question to ask at this stage
    – three steps before

    — that will predict whether this person
    values your service.

 

18 Responses to What to SAY to GET Referrals: Platinum Card – The Kindling Question- Prospect
  1. Michael O'Neill
    November 7, 2016 | 5:26 pm

    In the real estate world, when a buyer receives a tax refund that can be the spark to hiring a realtor to find the house, prequalifying with a loan officer to put in the offer and then hiring me to do the closing.

    When a buyer receives the tax refund, the buyer can 1) spend it immediately, 2) spend part of the refund (and save the rest) or 3) save all of the refund. If the buyer saves part or all of the tax refund, that is the perfect prospect who is preparing to purchase a house. A prepared prospect will appreciate how I prepare for a closing and how stress-free the closing can be.

  2. Lindsay Prose
    November 8, 2016 | 1:19 pm

    Often times clients will neglect their trees until an instance occurs that startles them. The very worst case scenario is that it prompts a phone call to their insurance agent. When it’s not so severe they may do 1 of 2 things. They might take matters into their own hands and try to handle the trees themselves or they understand they need a professional to do the work. Our prospects are the ones that understand the job is best left to a professional. They discuss their concerns with us at a free onsite estimate and appreciate the options we give them and talk through with them to complete the work.

  3. Lindsay Prose
    November 8, 2016 | 1:35 pm

    Often times clients will neglect their trees until an instance occurs that startles them. The very worst case scenario is that it prompts a phone call to their insurance agent. When it’s not so severe they may do 1 of 2 things. They might take matters into their own hands and try to handle the trees themselves or they understand they need a professional to do the work. Our prospects are the ones that understand the job is best left to a professional. They discuss their concerns with us at a free onsite estimate and appreciate the options we give them and talk through with them to complete the work.

  4. Hilary Wilkie
    November 8, 2016 | 4:33 pm

    Drew is a soloprenuer and a father of two busy kids. He has difficulty returning emails in a timely manner. He asks you to just text him rather than email him.

    Drew can 1) Continue to tread water, 2) Stay up late or miss his kids activities 3) Find help that is right sized for his small business

    Drew would choose to get help because being present for his kids is highly important to him. Drew wants this business to be his legacy for his family. He just doesn’t know he can get administrative support for as little as a few hours a week. Ask Drew, “If you could have an office manager for 5 hours a week so that you could breathe easier, would you consider it?”

  5. Angie Hays
    November 8, 2016 | 5:01 pm

    A college student graduates and has 3 options. They can go back home and live with Mom and Dad, rent an apartment, or buy a home. Living with Mom and Dad is the least expensive option, yet provides the most restrictions, renting an apartment is actually the most expensive because rent payments are expensive and can’t be used as a tax write off, their third option is by far the best value with interest rates still historically low, home loans are available with little or no down payment required, they can write off the interest AND this gives them the most freedom of movement. A great question to ask this soon-to-be college graduate is, Did you know that you can buy a home for less money than it takes to rent an apartment? Call Angie and she can show you how!

  6. Jeanne Westmoreland
    November 8, 2016 | 10:10 pm

    Sam’s single Mother passed away unexpectedly. She had been still actively living in her home of 45 years; the same house he grew up in. It was full of memories and lots of STUFF.

    Sam was also his Mother’s executor and knew the house had to be sold. First he contacted his estate attorney, then he contacted a realtor, and said “where do I start on this house??” This realtor connected him with me, because he knew I would create his roadmap for getting the house ready to sell, including certain updates to the 1960’s vintage house.

    He could have done it all himself, and made the choices himself, which would have added more stress to his life. But he decided to choose the “sure bet” way and take the advice of a professional.

    Ask him if this action plan guided him in the right direction. The house will go on the market soon, and when it sells fast, he’ll say yes!

  7. Scott Lavelle
    November 9, 2016 | 11:05 am

    A company’s employees are unable to do their jobs because their server and/or computer network has crashed. It’s possible that they have lost data, but certainly have lost time and productivity in the process.

    Option 1: Continue to try to track down the IT service provider who they have been unable to reach (who might be a relative or part-time friend).

    Option 2: Try to fix the issue themselves or get one of their internal employees to fix it.

    Option 3: Call Technical Resource Solutions to identify the root cause, fix the immediate problem, and plan for problem avoidance in the future.

    Usually, they will opt for Option 3 because 1 and 2 are what got them to the place to begin with.

    Ask them if they have employees who would be billable if they weren’t trying to fix computers and how many. The math should lead them to us.

  8. Bonnie Ellis
    November 9, 2016 | 11:12 am

    The banking stages begin when a child is born. A minor savings account is opened for the future. After the child marries the second stage is purchasing their home. The third stage is when the couple become empty nesters and want to downsize for retirement.
    I have banked families with all 3 of these stages going on in their lives. I love hearing the compliments on how I have helped them thru the years.

  9. Joseph Chvatal
    November 9, 2016 | 11:54 am

    Client needs to make a change from their present insurance coverage.
    Option #1 Do nothing and just let it renew or accept the alternative the insurance company offers.
    Option #2 go online to see options and make your own choice moving forward
    Option #3 Work with me to I can take care of the research needed to find the best policy to fit your needs and budget.

    The path they choose is to work with me.

    I know that you told me that you need to make a change with your insurance coverage- are you planning on doing it yourself or would you like me to introduce you to my associate I know and trust who has 22 years experience solving the needs of individual and small businesses and who you can turn to if any future issues

  10. Bobby Wesley
    November 10, 2016 | 11:39 am

    A situation that occurs three steps before a prospect is ready for me is a client realizing they will be moving soon. Whether there current lease is up, or they have a job opportunity elsewhere.

    Three options people have at this stage are:
    1. Continue to lease
    2. Speak with a Realtor
    3. Speak with me to discuss the mortgage qualifying options. You never know until you ask.

    Prospects are always hesitant to talk about home loans. They never feel they are in a good place to finance a home, and they have the misconception that it costs money to speak with someone. Ask them if they’ve thought about buying a home, and if they would like a free home loan consultation to start the foundation of the home buying process.

  11. David Cochran
    November 10, 2016 | 4:28 pm

    A situation that occurs three steps before a prospect is ready for me is a client realizing they are paying way too much for insurance or there insurance company did not take care of them in time of need.

    Three options people have at this stage are:
    1. Continue paying too much with less than desired expectations.
    2. Do research to see how there current company rates on JD Power.
    3. Take the word of the person that referred them to my business and the professionalism of my office.

    Prospects are always hesitant to talk about insurance. They really do not know how there insurance works or if it will come through in there time of need. They are educated by the TV which we all know is very deceiving. Usually we earn the prospects trust through education and operating with integrity.

  12. Jerry King
    November 11, 2016 | 10:13 am

    Typically a client realizes they need an update for their visual branding before reaching out. This happens often when revamping a website, promotional materials, or a nudge from an associate suggesting they update a professional headshot.

    Options available to them are continuing with their current imagery and hope for an improved result. I

    Contact a photographer after reviewing and researching their work. Determine if photographer can help your vision come to life through collaboration.

    Determine if price point of desired photography outcome has a proof point (proof that photographer can perform the work).

    A question to determine if client values service to be provided. “What is your budget?”

  13. Nick Ovens
    November 11, 2016 | 10:37 am

    Three steps before making the decision, would be reviewing quotes making sure that that what they need is articulated in the estimate. 3 options at this stage would be to identify is the estimate correct. Is it all inclusive and do the back what they say. Our prospects will chose us, based on the above information being consistent. A question to ask is, do you want an all inclusive price with no change orders and that the work is warranteed.

  14. Chris Quay
    November 11, 2016 | 11:30 am

    The prospect has just been pre-qualified to purchase a home.

    They can do nothing

    Trust the sellers”termite guy”

    Hire Fewer Bugs to conduct a Wood Infestation Report

    Do you have a trusted pest management professional to conduct your termite inspection?

  15. Charles Frederic
    November 11, 2016 | 1:25 pm

    A child is graduating from high school, the parents want to get them a car as a gift.
    1) They buy the first car they look at
    2) They buy a friends car that is not being used
    3) They bring the car they want to have an inspection to be sure that the car is worth what they are paying.

    I do not recommend that anyone buy a used car with out a pre-buy inspection from a shop that you trust.

  16. Debra Brazell
    November 11, 2016 | 2:02 pm

    Mom or Dad gets admitted to a hospital. Most people are discharged and go straight home. About 5%, need additional help, so they get sent to a Rehab Center. Medicare will cover costs for a limited period of time, then care gets very expensive, very fast. The decision is eventually made to send the patient (resident) home.
    The adult children need to decide whether they will provide support going forward, or to hire somebody else to do it. If they provide support themselves, many find that it is very taxing and they need respite (relief).
    Others will go ahead and hire a CNA (or sitter). some are private (no accountability!) and others are through Agencies (licensed by the state, bonded & insured). These caregivers are paid employees.
    Ask what their plans are following discharge from the hospital or Rehab for their loved one? That should open the door for them to explore getting help.

  17. John Hulbert
    November 11, 2016 | 2:46 pm

    Wife tells husband that she wants to take a vacation. 1. They can do their own research and book it online using one of the many websites available to all of us. 2. They can book it DIRECT through the hotel or cruise line. 3. They can book it through a travel agency such as Cruise Planners. After hours and hours and days and days of exhausting research, they come to the realization that there are just too many options, and they want to make sure they choose the right one for them, and they call me. So all you really need to ask them is if they value their time, and the answer is always YES!

  18. Mitch Verlander
    November 11, 2016 | 5:15 pm

    First the person must be in a situation that requires lawn service. They ten to factor a) time b) tools c) finances. From there they choose the route they go whether it is to hire a company or do it them selves depending on those three variables. At that point they make phone calls for estimates and hopefully are handed info from a referral

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