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 Heidi Franz
from the Newnan Team
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.