Referral Approach

Gil Gray gave this to me, I think it is worth sharing with everyone.


LEADS SCRIPT FOR REVERSE MORTGAGE
After the sale and the reverse mortgage has been completed
Joe and Jan, it’s been a real pleasure in getting to know you folks. I’m sure the benefits such as (describe to them in detail.) will have very positive effect on your life and lifestyle. And, I was wondering if you might be willing to do me a favor (When you have done something for someone and you ask them for a "favor" you make them feel important as they can now do something for you that you need or you wouldn’t be asking. And always remember "Ask and you shall receive" and if you don’t ask you seldom receive.

You probably know a number of people that would probably appreciate the opportunity to learn how a reverse mortgage might benefit them as it has done for you. I would like to meet some of these people but before you mention any names, let me emphasize two things (this last phrase in italics needs to be said quickly and emphatically)

One, (Lift one finger in the air for emphasis) anything I know about you, your finances or anything else you might have told me is strictly and emphatically confidential. And this is as it should be and with me everything I know about you is absolutely confidential. Right?
And Two, Any names you suggest to me are simply as an introduction. Under no circumstances are you recommending me or the idea of a reverse mortgage. That is only for them to decide. Right? (and nod your head as you say "right")

Here are some ideas that may be helpful for you. . . .
(immediately suggest names of the categories of people they might choose from as this prevents them from saying "I can’t think of anybody at the moment but if I do I’ll be sure to let you know". This statement knocks you out of the box and you just lost the opportunity to get new prospects. So suggest categories such as neighbors. Ask questions that avoid a Yes or No response. For example, who lives in that two story house across the street. Other categories: family members, church, clubs, non profit activities, sports –golf, bridge, poker) and the coup de grace – the Christmas Card List or membership lists.

Have an attitude of positive expectation and remember . . .getting the first name is like pulling teeth. After the first one others come naturally. GOOD LUCK ON THIS SCRIPT. LIKE ANY GAME, PRACTICE MAKES PERFECT. AT LEAST IMPROVEMENTS.