How To Get Referrals During the Presentation, not after

Dave’s fourth rule of thumb:

It is far better to get referrals during the presentation than after the presentation.

In fact, any time you Prospect and Present at the same time you are much more efficient and eliminate the need to spend hours prospecting every day.

When you get referrals early on in the presentation it won’t bother you near as much if you walk out of the house without the sale.

The better you get at asking for referrals without asking the better you’ll get at prospecting without prospecting.  Here’s a hint:  During your presentation use a yellow-pad while working through your personal planning guide (or other tools you use for presenting) and begin taking short notes.  Your family will be used to you jotting down notes.

When you first sit down with a couple ask the question:  “if anything happened to both of you at the same time who would be the first in this empty house to start taking care of things?

The answer to that question is your first referral.

You need to ask about friends and neighbors.  Who else would lend a hand in helping?  One or more relatives, friends would help out to get things started.  Ask your couple both individually and together (you’ll get more people mentioned).

You can ask the question more narrowly by asking Misses Jones, if your husband died today who would help you out until the family arrived?

This will get you another name of a friend.  You can elaborate with this question by asking who the spouse’s name is to your friend.  Your family will already be used to you making notes.  Just tell them it helps with your memory if they ask why you are taking notes.  Also, be sure and use the names of people your family mentions.

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 David