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

Referral Trigger for the week of November 21
Topic: Platinum Card – The Kindling Question
Conversation lead by the Cumberland Team (100% responses achieved)

Group of happy young business people in a meeting at office
Stop motion.

  • What is the stage where potential clients for
  • your business get stopped?
  • What is it they haven’t figured out yet?
  • What question can we ask that will help them
    identify their next two steps?

What are the two steps that would direct them away from you,
and what are the next two steps that would move them toward you?


20 Responses to What to SAY to GET Referrals: Platinum Card – The Kindling Question- Steps
  1. Dr. Cara Iovino
    November 18, 2016 | 8:43 pm

    Potential clients for One Stop Wellness get stopped when they think or say:
    “Let me check if she’s ‘IN NETWORK’ with my insurance.”
    They haven’t figured out that my ‘Cash price’ is probably lower than their copay/deductible/etc.
    The question you can ask to identify their next two steps is:
    “Dr.Cara can let you know your coverage in her office because she checks details for you! She’ll do a free consultation for you! Can I connect you?”

  2. Larry Black
    November 18, 2016 | 9:09 pm

    Computer problems plague us all, but we’ve all heard of expensive diagnosis fees and outrageous charges for repairs. Sometimes users postpone service until the computer is almost non-functional.
    They have not figured out that it would cost less to repair or tune-up the device in the early stages before it totally locks up.
    If a true friend senses or hears the frustration of slow or ineffective online devices, they could ask if they have a computer service that they truly trust and have they called them to see if the problem can be rectified quickly and inexpensively.
    At that point they might mention calling the store of purchase for support or unplugging everything and taking it in for diagnosis. Both of these options usually cause consumers to procrastinate.
    Free diagnosis and inexpensive, professional repair and guaranteed results will usually convince them to call the “COMPUTER PARTNER.”

  3. Severin Garrett
    November 19, 2016 | 1:47 pm

    Potential clients get stopped when they want unrealistic weight loss goals in too short of a time period. For example, a potential client might say, I want to lose 20 pounds in a month since I am getting married or have a big vacation. I want my clients to understand that weight loss and health goals take time to achieve and we want to do this in a healthy (whole food based nutrition) manner.

    A great question to ask a potential client in my behalf is “Would you like to meet your health goals in a healthy way? Would you be interested in creating a healthy lifestyle and therefore meeting your health goals over time?

    We know there are many fad/quick fix diets or programs out there but most often the results are short lived and not healthy for the body. We call this yo-yo dieting. Most often these clients gain the weight back quickly plus extra pounds. Very hard on the body and its immune system.

    I believe in a healthy lifestyle and I help my clients create their own healthy lifestyle with small simple changes over time to be healthier and eat a diet more focused on whole food based nutrition!

    Severin Garrett, Certified Health Coach

  4. Porschia Parker
    November 21, 2016 | 12:56 pm

    A lot of business owners and managers know they need help from an outside expert to focus on cutting the costs of turnover and improving the performance of their employees. They get stopped when they start thinking about the intangible nature of coaching and consulting. Potential clients start wondering, ‘How do I know this will work?’ Or sometimes they want to know, “What is the ROI on coaching?”

    You can ask a potential client, “How would you like to get all of your employees on the same page and working together effectively?”

    Depending on the specific challenges going on within their company, we can customize a solution for them. That might involve delivering workshops on key areas of concern, team coaching, using assessments, or individual coaching.

    Porschia Parker

  5. David Arnold
    November 21, 2016 | 2:29 pm

    Many clients “get stopped” when they are overwhelmed with the thought of selling one home. . . and buying another. There are a number of ways to coordinate this type of transaction. The best question to ask a friend who is considering a move is: Do you have a plan B if your “sell” date doesn’t match up to your “buy” date? There are a number of ways to line up 2 transactions . . .and a plan B is not always necessary. . .but it can be comforting. Several considerations need to be reviewed: Down payment funds, timing, temporary housing, cash flow. Some (or all) of these might be an issue. . .but maybe not. The step that can turn a client away is if they don’t ask for advise or direction on the best way to be successful in these situations.

    David Arnold – REMAX Greater Atlanta

  6. Jon Ongtingco
    November 21, 2016 | 4:07 pm

    When a client takes into consideration the addition of an IT maintenance plan they are often stopped by the cost. Without the realization that the cost of most IT plans are much lower than emergency recovery in the event of a catastrophy, most maintenance plans look like money poorly spent. The reality is that maintenance will keep your systems running ahead of the technology curve and will lower your overall costs by keeping systems in good, functional condition while planning for future upgrades.

    Jonathan Ongtingco

  7. Rhonda Sterrett
    November 21, 2016 | 4:57 pm

    In the website development world technology changes all the time. Business owners realize quickly they need us when they figure out that their website is not mobile friendly or their current website gets hacked and they need help. I receive calls from business owners that check out their website on their phone and quickly realize it is not looking appropriate. Almost all of the website we create respond to the device that it is being looked at on. Mobile responsive websites have changed dramatically over the last year or so…. No longer should a site do the “pinch and grow” on mobile devices. When your client or prospect’s website is not mobile friendly or does the “pinch and grow” to be able to read the text on a mobile device make a 3 way connection.
    Rhonda Sterrett

  8. William Crumpler
    November 22, 2016 | 12:33 pm

    In regards to life insurance, a lot of people are stopped when they start prioritizing their finances (budget). Unfortunately life insurance is one of the least prioritized line items. Insurance is a tool designed to protect something or someone and if utilized properly the insured or their beneficiary can avoid considerable costs. Many types of insurance such as auto and in some cases homeowners are mandatory. One question to ask someone with a family is how would you like to find out what funds would be needed for your family to continue their life style if something happens to you? Chances are you can go through life without an auto accident or a homeowner’s claim but you’re not likely to live forever.

    William Crumpler
    Insurance Agent

  9. Jeff Smith
    November 22, 2016 | 1:28 pm

    Many clients get up to the signing of the lease before they get stopped. Committing to a 3 or 5 year lease when you’re not sure of the economy or if the business climate will remain favorable can be paralyzing. They haven’t figured out that the shop or office is an extension of them and the place that their business happens and without it they haven’t an identity.
    A question to ask is what is the face of your business and can it be projected to your clientele without a shop front or formal office? What will you do if you don’t move forward with leasing a shop or an office?
    If financing has not been thought through and acquired or some considering no longer makes the location desirable, they will move away from me. To move them towards me, I can help them find financing through several sources. If location is the problem then they can sign a brokerage agreement with me, if they haven’t already, and we will look for a more desirable location.

  10. Jim Duelmer
    November 22, 2016 | 2:16 pm

    Some clients “get stopped” because they are very busy and feel they don’t have time to gather all of the paperwork required to secure approval for a mortgage. While it is true that we require income and asset verification, it is reasonable that a client can successfully refinance their home mortgage and only spend three hours of their time doing such. At Vinings Mortgage, we make the mortgage process simple and with the technology we use today many clients can handle everything without ever leaving their desk.
    If a client were to refinance 2 years into 30 year mortgage with a balance of $250k and both reduce their term to a 15 year term while also reducing their rate 1% the savings over the term of the loan would exceed $100k. So the next time a potential clients tells you they are too busy to refinance their home please ask them if three hours of their time is worth $100k. If they say yes, please assure them that we will make the process simple and find out how they would prefer to communicate with a Vinings Mortgage loan officer. The Vinings Mortgage team will take it from there.
    Jim Duelmer

  11. Karen DeRuyter
    November 22, 2016 | 2:36 pm

    When people are contemplating selling their home they often believe they can stage their home themselves. It is very difficult for a homeowner to be objective about their own home. The minute they decide to sell them home it is no longer THEIR HOME. It is a property that want to sell for top dollar and in record time. That requires the objective eye of an Accredited Staging Professional (ASP). It is very easy for the homeowner to get bogged down (or stopped) with the long list of things to be done. I, as an ASP, can help them triage the list and prioritize the most important tasks to ensure they realize top dollar. Ask them if they would like the assistance of an ASP to ensure they are focused on the to-do’s with the highest potential return. In just 2 hours they will have a detailed, prioritized list, freeing them up to start looking for they new home!

    Karen DeRuyter
    Stage Right Designs LLC

  12. Louis Beltrami
    November 22, 2016 | 4:53 pm

    Realtors who want to use us sometimes get stopped when the other realtor, or a lender, says: “I’d rather use my closing attorney instead of yours.” What they haven’t figured out yet is that sending their customer to an unknown attorney could cause them to experience unnecessary delays that are far too common in this industry. You can ask them: “Do you have a closing attorney who always closes on time and is accessible to answer questions and resolve potential issues after hours and on weekends?” A step that might drive them away from my firm might be a sales contract involving a government entity or grant program that requires the closing to be with a designated firm. Otherwise, two steps that would move them toward my firm would be would be giving the agent my contact information, and asking the agent to put my firm’s name in as settlement agent in the next purchase and sales contract they write.

  13. Michael Smith
    November 22, 2016 | 6:42 pm

    “Where do I start?” When remodeling a kitchen or bathroom there are many decisions to make and for most clients it’s an overwhelming list of things that need careful consideration. The information available to clients is often misleading and this just adds to the confusion. They want to move forward but don’t know how to step through the decisions in an organized way. Add in the nervousness around what the project will cost and clients become unable to move forward with the project they have dreamed about for years.

    The key reason they haven’t figured it out is because remodeling their kitchen or bathroom is harder than they imagined. And harder than what they see on home improvement shows. There are the product selections, figuring out who can do the work, putting all the pieces together, managing scheduling trades people, and so on … which comes first – the plumbing or the egg.

    The question I would like someone to ask a potential client that is stuck is if they would like to talk with someone who can help them organize the project. Start with the organization and the rest will fall into place – one piece at a time.

    Mike Smith
    Momentum Construction
    (404) 551-4368

  14. Sonia Mauretta
    November 23, 2016 | 11:23 am

    A potential client for me is that person who wants to do some renovations in the house or simple wants a vacation but do not have enough saved.
    A person who is stuck with credit cards debit and wants to start the new year fresh out debit, those are the people that I can help.

    Sonia Mauretta
    Personal Banker
    Bank of North Georgia

  15. Rhonda Jones
    November 23, 2016 | 2:40 pm

    A stage where potential clients for my business get stopped is understanding what makes each financial institution (and advisor) different. If they have never worked with a financial advisor before but have investments somewhere they may compare it to the experience they are familiar with not knowing I take a very personal approach to advising my clients. During our first appointment they get to a point of figuring out this experience will be different and it will focus on them and their long-term financial goals. A question my PowerCore team can ask potential clients is ‘what type of relationship do you have with your current financial advisor’? If the prospect can’t remember the financial advisor’s name, that’s an open door to introduce us.

    Rhonda Jones
    Financial Advisor

  16. Mark Chase
    November 23, 2016 | 3:08 pm

    As a relationship business, many clients don’t transition for a number of years, even though they know their existing relationship isn’t a good fit.

    They have to be comfortable with me and be able to talk about sometimes very private parts of their life.

    The question I would like to ask someone who is settling, “Are they comfortable with not knowing?” Being able to answer that question that comes to their mind, usually gives them the confidence to make the switch.

    Mark Chase, CPA, CGMA

  17. Patrick Rodman
    November 23, 2016 | 6:10 pm

    The question that stops some potential clients in their tracks when they get an answer is “what is it going to cost me”?

    We tend to price on the middle to high end of the scale as far as cost are concerned. This is because we only hire maids that speak English fluently and we play by all of the rules as dictated by Uncle Sam. Not to mention we do not use sub-contractors which adds to the overall cost.

    The question that I would ask the client on the fence would be “what value do you place on your piece of mind when it comes to having someone in your home”? “Are you willing to run the risk of having someone damage or steal something from your home to save a few dollars”?

  18. Bryan Holloway
    November 24, 2016 | 7:41 am

    Many potential clients are stopped by the sheer number of options available for insuring their property. Most people who view purchasing insurance as purchasing a commodity, get 3 or 4 quotes and then make a decision. They are often overwhelmed by the number of insurance companies available, and after the third quote, the process can indeed begin to feel repetitious.
    Unfortunately these prospective clients have not actually reviewed their coverages with a critical eye during their quest for quotes. The question of “Are the coverages I’ve selected right for my situation?” has never been answered.
    When a co-worker says they can’t go to lunch with you today because they have to “shop” their insurance, ask them why not have a professional do the work for them? They can call me and I can have an actual conversation about why certain coverages are important to them. Then I can run quotes for them with Liberty Mutual AND several other top insurers and make a recommendation.

  19. Joy Edwards
    November 24, 2016 | 10:36 am

    Many potential clients are stopped because they are intimidated by the thought of speaking to an attorney and the potential that the expense may be out of their range. Often they seek advice from their friends and family, not realizing that ‘one size’ does NOT ‘fit all’. That is why I offer consultations to potential clients at a reduced rate. We can sit and discuss the specifics of their situation. I give the potential client real advice specific to heir situation. We also discuss the cost of retaining my services. At the end of the consultation, the potential client will have all the information they need to make an informed descision as to whether they want to try representing themselves, and if not, what the cost would be to retain my services for representation.

  20. Ebonique Barber
    December 1, 2016 | 1:18 pm

    Potential clients for my business gets stopped when they are trying to find ways to gain a competitive edge over their competitors through optimized efficiency and cost reduction. They haven’t yet determined if they want to focus on their own transportation deliveries in-house, or if they should outsource to a Third Party Logistics(3PL) provider.

    A question that could be asked to help them identify their next two steps would be,” Are you focusing your energy on tasks that will lead to significant growth?”

    Two steps that would move them away from me are: 1. Client has decided to perform transportation logistics in-house, 2. Client has had an unsatisfactory experience with a 3PL provider.

    Two steps that would move them toward me are: 1. Overall benefit of long-term cost and time savings, 2. A need for continuous optimization, and customer service and quality improvement.

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