Agent Academy: How to Get More Business From Past Clients
On this episode of Agent Academy, we are going to talk about calling our SOI and our past clients.
I am going to share a twist on how to make that call, so it will become more effective. Most agents, in my opinion, are currently making these calls wrong or not at all!
These calls are so important because they can get you more referrals, more repeat business, and shorten the call length and most importantly gain more respect for your clients.
Routinely we call our past clients, which should be the easiest call to make but tends to be your toughest.
When we give them a call we B.S. them for 15 mins about everything and anything other than Real Estate. Then after a really nice conversation, we hit them with, “By the way do you know anybody that wants to buy Real estate?”
This completed deflates the conversation! And not how you should be doing business.
My suggestion is the next time you sit down to make those calls flip that script!
Still start out friendly, “Hey John, how are you doing today?
Then ask, “John I’m actually making a business call today. We are looking to do more business by referral and I thought about you. You are very involved with the church that is considering buying or selling a home?”
Imagine what it would feel like if you called your friend and started with “I’m making a business call today.”
You are gaining a degree of respect for being upfront about what you are calling for instead of tricking her into a long conversation.
After they think through the question you can still spend a min with them having a conversation. However, they will understand this is a business call and not going to be a 30 min chit-chat.
If you test this script I’d love to hear about it.
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