Perspective: Pronouns – Do it for them

“Know your audience” is a common mantra for speakers.
This Team’s purpose is not to become clients—it is to refer new clients.

  • The pronoun “you” is used to sell, as in “I do this for you.”
    • To stimulate referrals, use the pronoun them “I do this for them.”

Using they, their and them, describe a specific action clients can expect.

platform: What to SAY to GET Referrals      
program: Perspective
pin:  Pronouns
point:  Do it for them

Referral Trigger for the week of February 8, 2021

19 Responses to Perspective: Pronouns – Do it for them
  1. Jon Ongtingco
    February 5, 2021 | 9:13 am

    My clients can expect their computers and their networks to work faster and in the event of technical issues, they can expect a swift response with determination to remediate the problem as quickly and inexpensively as I can.

  2. Judy A Bagwell
    February 5, 2021 | 2:05 pm

    Corporate Payroll Services has helped small and medium-sized businesses since 1991 with payroll processing and tax filing/reporting. Over 6000 clients rely on us to pay their employees and deposit payroll taxes accurately in all 50 states, Puerto Rico and the U.S. Virgin Islands. Our payroll specialists provide expert, one-on-one service so that you can focus on growing your business.

  3. Aaron Veres
    February 5, 2021 | 2:15 pm

    With being a mortgage broker, I am the middle man between the client and the lender. When I speak with client I ask them to send me certain financials in order to get them approved with the lender. I take these financials and work with the lender to get the client financing for their dream home. Communication and knowledge is key. This is why clients continue to refer me to their family and friends because they know I do everything I can to get them approved.

  4. Angie Hays
    February 5, 2021 | 5:34 pm

    Sherry and Mike were looking to retire and enjoy their hobby of sport flying. They found a great community in Florida where they could build their retirement home, which included a hangar for their planes. When we discussed selling the home they’ve spent the last 30 years in, Mike shared that they would’ve sold sooner but Sherry was so overwhelmed at the idea, she just kept putting off selling. She knew it was outdated, but just didn’t know where to start. I took the time to go room by room with them and advised them, in every detail, what they would need to update to become the ‘prettiest girl at the dance’. Sherry made great notes and they took 90% of the advice I gave them. Shortly after listing their home, they were Under Contract and in person-to-person conversations with their architect in Florida….getting that Hangar just right. I just spoke to Sherry yesterday and wished her “Happy 1-year anniversary”. Yes, we sold their home within days of listing it, which was exactly 1 year ago. Sherry’s having the retirement of her life! If you’re tired of listening to your co-worker’s plans for his dream house after retirement, have him call me. I have a way to get him motivated and one step closer to that dream!

  5. Sheldon Berch
    February 9, 2021 | 2:54 pm

    My clients will find they are answering a lot of questions about their family, finances, health as well as goals for their future. They will want me to know a lot about them and their situation to be able to make the best recommendations about their insurance needs and wants. So many people think they can just buy insurance. The reality is they need help to do proper planning.

  6. John Hulbert
    February 10, 2021 | 9:36 am

    In travel, there are 2 types of prospects/clients I deal with. Those who just love spending their precious time scouring the various ‘dot com’ travel search engines and websites for a “great deal,” and those who value their time, are willing to pay a little more and trust me to find exactly what they are looking for. Once I gather all the necessary information to put a trip together, such as where? when? how many? how long? and how much?, I call the appropriate travel supplier (based on location expertise & knowledge) to get pricing & availability for them. I will call the supplier for them when changes need to be made to the reservation after it’s booked…sometimes having to hold for hours at a time. I will make the required payments for them, by the due date for the duration of the booking. If I miss a payment, I will assume the responsibility for them. I will call or email the hotel Manager to let them know when my clients will be arriving, and/or if client has any issues upon arrival. I will call or email them after they return to welcome them home and to make sure the trip I planned for them was everything they had hoped it would be.

  7. Amy Worley
    February 10, 2021 | 3:01 pm

    As an insurance broker I will shop multiple companies for the best coverage at the best premium. I gather the required information for them and compare premiums. I will tailor the policy to best protect the clients current and future investments. I represent many regional and national companies to bring the benefit of choice to the client.

  8. Matt Honea
    February 11, 2021 | 6:47 am

    By providing a “beyond the books” approach to accounting, bookkeeping and tax preparation, there are a lot of “I will do this for them” This is inclusive of making corrections in their books like adjusting journal entries or crafting of their Chart of Accounts. All of the services provided “for them” provide accurate and tax ready financials.

  9. Chris Quay
    February 11, 2021 | 9:23 am

    The signature attached at the end of my emails describes the purpose of Fewer Bugs Inc. To Protect Food, Property and Health.
    My clients can expect their Food, Property and Health to be protected through a common sense approach to pesticide application combined with exclusion techniques.
    The benefits extend beyond pest control, I often see rooms that they haven’t been in for 3 months, they don’t know what they don’t know. Open windows, leaky pipes, water marks on ceilings these are common discoveries that are brought to the clients attention many times before they develop into major issues. By referring Fewer Bugs to your client base, you become a trusted resource they will turn to in the future for referral recommendations.

  10. Charles Frederic
    February 11, 2021 | 9:33 am

    Here At Automotive Blessing we keep changing with the times. As the pandemic has grown and more people stayed home and did not feel safe going out, we started picking up and dropping off their vehicles. We also do night drops and after hour pick up with lock boxes to help them feel safe. We offer text to pay and pay over the phone to help make them feel safe in this uneasy time of our lifes.

  11. Daniel Evans
    February 11, 2021 | 12:05 pm

    At Big Sky., we pride ourselves on the principle that there is no job too big or too small we will take on. If it is something as simple as changing window treatments or building a 7000 square-foot custom house . I take the responsibility to make sure the customer is taken care of with the same great service and quality they deserve. This is why my clients continue to refer to their friends and family as well as have us back for other projects.

  12. Nate Sampson
    February 11, 2021 | 7:58 pm

    As a CPI® Certified Professional Inspector, perhaps the most important part of my process is within the reporting stage of a home inspection. I make absolute certain that everything contained within the home inspection report is clearly understood with each of my clients to avoid any potential misconceptions and/or exaggerations as to a reported condition. Real estate agents refer me to their clients because I am committed to educating home buyers and sellers with clearly written, explicit, and easy to understand home inspection reports.

    Nate Sampson

    Checklist Home Inspection LLC

  13. Tim Miller
    February 12, 2021 | 2:17 pm

    As a Life Insurance agent I know that many times its not having or not having Life insurance that is the hold up for clients and prospects, rather its the fear of choosing the wrong type or amount for a policy. I take the time to get our clients pre-qualified medically so when we determine the policy that’s right for them the unknown is not a part of that decision.

  14. Jason Patton
    February 12, 2021 | 2:44 pm

    I work closely with homeowners and insurance for their roofing needs. Homeowners typically do not want to be too involved in dealing with insurance, and ask me to work with their insurance on their behalf. Having been an insurance adjuster, my customers have peace of mind that I’m able to tell them an honest opinion as to if insurance is a viable option, or if retail, or repair is the best option. After approval, homeowners trust me to complete their project along the guidelines provided by insurance and see everything through to completion.

  15. Jim Hilber
    February 12, 2021 | 9:53 pm

    Merchants. Why are “they” continually confused about accepting payments? It is because “their” current provider and “the” competition like it that way. I can help “them” unravel the madness of the industry with an updated education. That’s advise “they” can take to the bank!
    Get the facts. Finally.

  16. Taylor Chastain
    February 13, 2021 | 12:12 am

    Whenever a client calls me they can expect that I will solve their problem. Clients often don’t know how to get rid of certain hazardous items like mattresses and paint, or large items like pianos. I break down what the requirements and best practices are to dispose of hazardous and heavy items. This information allows them to feel peace about their big project and often leads to doing business!

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