What To Do To Get Referrals: Reaction > Referrals
A Kindling Question is not a sales question – a Kindling Question starts a conversation about the client’s end goal.
Kindling Questions explore the purpose for the client’s goal.
· Count three to your left.
· What do you think their client’s purpose is?
What question would you ask your client, to start a conversation about that purpose?
Response from Wendy Kinney
from the PowerCore Team
Yesterday I was at the Cumberland Team - three to my left was Debbie Moss, roofing.
I think her client's purpose is to protect their investment in real property.
(If it was just comfort they'd leave a tarp on the roof!)
I'm going to say the Golden Card is:
- They plan to retire in this home full of memories, and they want to spend their retirement income traveling with grandchildren, not on house repairs.
My Kingling question could be:
- Does your family have a fun holiday tradition?
Response from Tom Wallace
from the Peachtree City Team
Three to my was John B. Miller.
If a client is in need of John's services, they are in an unfortunate position, but they can use someone in their corner to provide service that gets them the best result possible.
Question to ask: I'm so sorry to hear that you are having to go through this. Do you have a lawyer who is looking out for your best interests?
Response from Heidi Franz
A Kindling Question isn’t about selling — it’s about seeing the heart behind a client’s goal. So even though I don’t yet know who will be three seats to my left this week, I know this: their clients probably want the same thing mine do — less stress and more peace of mind.
Whether it’s fixing a leak, planning an event, or balancing the books, the real purpose is never just the task — it’s the freedom that comes after. The sense of “Ahh, that’s handled.”
So whoever is three seats to my left, I imagine their clients come to them not just for results, but for relief — and that’s something we all deliver in our own way.
Response from Lacy Loyd
from the Newnan Team
The person three to my left is Jimmy D, a cruise planner. His clients’ purpose is rest, relaxation, and meaningful memory making. This connects well with my role because I often work with people during a crisis they never expected or wanted. Once recovery work is complete, many homeowners are emotionally exhausted and ready for a reset. A great kindling question I could ask to start that conversation is:
“Once life settles back down, what does real rest look like for you?”
That opens the door to talking about travel as a way to recharge, reconnect, and create memories after a stressful season.