sales excellence workshop - nebraska mortgage association€¦ · sales excellence workshop gaining...

www.growupsales.com 1

Joe Micallef – Sales Strategist & Coach

6 February 2020 – Nebraska Mortgage Association

Sales Excellence WorkshopGaining More Referrals

Joe Micallef – Sales Strategist & Coach6 February 2020 – Nebraska Mortgage Association

Sales Excellence WorkshopGaining More Referrals

1

The most definite, absolute, easiest, certain, fair-dinkum way to influence a referral is to …...

“Do a great job!”

2

www.growupsales.com 2

Develop a REFERRAL MINDSET

1.Expect Referrals2.Build Referral Relationships3.Leverage Reciprocity4.Know What A Good Referral

Looks Like5. Adopt Referral Strategies

3

Building Referral Relationships

Why do people refer you business?

TheyLike You

TheyFeel Obliged

They Seek Expertise

They Commit To

You

4

www.growupsales.com 3

Building Referral Relationships

Who are the BEST referrers?

TheyLike You

TheyFeel Obliged

They Seek Expertise

Those who RESPECT you and VALUE your relationship

They Commit To

You

5

ReciprocityObligation

CredibilityExpertise

Liking - Rapport

Commitment - Follow Through

TRUSTED INCLUDED

VALUEDRESPECTED

10

What’s Your Score?

1010

10

BuildingRelationships

6

www.growupsales.com 4

HOW?

1. LIKING / RAPPORT2. CREDIBILITY / EXPERTISE3. RECIPROCITY / FAVORS4. DETERMINE COMMITMENTS

WHY

WHAT HOW

HOW do you BUILD RELATIONSHIPS?

7

SoftIndirect

HardDirective

Spectrum of referral strategies based on your:• Mindset & Confidence• Relationship with Client• Skills / Ability

Adopt Referral Strategies

8

www.growupsales.com 5

“If you know anyone else, please feel free

to introduce them to me ...”

Hopeful Request

9

Customer: How are you?Adviser: Great thanks. I’ve been getting quite a few

referrals though, so I’ve been quite busy. What can I do for you today?

Social Proof

10

www.growupsales.com 6

Make It Easier

“Is there anything I can do to make it easier

for you to refer me?”

11

Capacity Request

“I’ve recently closed quite a number of transactions and I’m back in the market for a few more key clients, so if you know anyone I should talk to, please feel free to give them

my details.”

12

www.growupsales.com 7

Reference Point

“Sometimes prospective clients ask to speak to a few of my existing clients. Obviously I wouldn’t disclose

anything personal, but if I was asked for a reference,

would you be open to acting in that capacity?”

13

Specific Target

“I’ve been working with quite a few Lawyers recently and I thought I should ask whether you think your Lawyer would be interested in meeting with me?”

14

www.growupsales.com 8

Generational

“I’m interested to know whether you think I should speak to any of your children about their property

investment. What are your thoughts on that?”

15

Advice Request

“I’m hoping you can provide me with a little bit of advice. If you were me, how would you approach other property investors to discuss helping them

manage their investment?”

16

www.growupsales.com 9

Plus One

“Do you know any other Realtors that would like to come to this sort of event?“

17

Targeted Nudge

“I’m really keen to meet with your Developer Partners. Do you think you could invite them along?”

18

www.growupsales.com 10

Negotiation

“Hypothetically – if I did agree to discount fees foryour clients how comfortable would you be

introducing me to other Realtors at your agency?”

19

Agenda Item

Agenda:1. Review Your Loan Facility & Immediate Needs

2. Support Your Other Financial Needs

3. Referral Discussion

20

www.growupsales.com 11

1. Agenda2. Negotiation3. Targeted Nudge4. Plus One5. Advice Request6. Generational7. Specific Target8. Reference Point9. Capacity Request10. Make it Easier?11. Social Proof12. Hopeful Request

HardDirective

SoftIndirect

Consider whichstrategies you’re

confident withand develop

“scripts”

Adopt Referral Strategies

21

Gaining More Referrals is easy ….

1. Build Committed Relationships 2. Confidently Be Directive

SoftIndirect

HardDirective

22

www.growupsales.com 12

Contact Joe Micallefwww.growupsales.comjoe@growupsales.com773 329 0066

Sales Excellence WorkshopGaining More Referrals

23