You didn’t think we were going to let you off the hook, did you?
Look, we get it. We scoured the depths of YouTube to find the non-sleaziest referral scripts out there, and it was rough. But this mock call with Jason Shinpaugh from Placeforsale.com is a shining example of how to do it right.
In it, Jason chats about everything from life with twin toddlers to drinking rum — he doesn’t even mention the word “house” until at least 5 minutes into the call. And when he does, it feels like a natural segue, not an awkward script. (Honestly, this one’s worth a watch!)
Here’s how Jason asks for the referral (and remember, these guys have been chatting and laughing it up for at least 10 minutes before it even gets to this point).
“Hey would you do me a favor, Aaron? If you know anyone who’s thinking of moving any time soon, would you just keep us in mind? The bulk of our business comes from referrals so we’d really appreciate it if you’d keep us in mind. “
Easy. Peasy.
He even asks for permission to follow up (“Cool if I follow back up in a week?”).
Now the client is expecting Jason’s call and will be much more likely to have a referral ready.
Beautiful. Remember, you don’t have to harass your SOI with daily sales calls. Jason and his team take a letter of the alphabet each week and call the SOI contacts accordingly. Under that simple system they end up calling everyone in their SOI twice a year.
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And if you’re still hesitating to reach for the phone, consider this: In our post-2020 world, the real-time, personal connection available by phone may be preferred over the convenience of email.
