Referral Prospecting Scripts

Do not memorize a "script," rather review the following to get an idea of just how easy it is to generate a referral lead following a "non-threatening" conversational format. Generating referral leads does not take any "hard selling" - it only takes a few minutes to explain how you can benefit the buyer or seller.

Prospecting to Immediate Family

GR: "Hi Chris. I wanted to tell you more about what I'm doing with my real estate license."

Chris: "I'd love to hear about it."

GR: "As you know, since I am employed full time (or still going to school, or staying home with the kids, or retired), I have decided not to go into the real estate business in a conventional manner. Instead, I have joined General Referral . Through them, I can still offer real estate services anywhere in the

country."

Chris: "That's interesting. How does it work?"

GR: "General Referral is an independent company, working with all of the top real estate brokerage firms across the country. If you want to list your current home or purchase a new home or condominium, they will help coordinate the

transaction, and assure that you receive a high quality of service." Chris: "Why should I work through them? How can they help me?"

GR: "What many people don't realize Chris is that real estate companies offer differing levels of service. Most real estate firms offer a much higher level of service to their corporate transferees and to other "repeat" sources of business. General Motors (or some other large local employer) will normally receive a higher level of service for their employees than a normal person just calling into a real estate office. Because General Referral places so much business with the brokers, they are able to "tap into" this higher level of service for you and your

friends."

Chris: "I always want the best service. But how much will it cost me?"

GR: "That's the best part about it, Chris. There is no additional cost! It is paid entirely by the real estate brokers, who are willing to share a small part of their commission in exchange for the lead. And, as a Referral Associate, I get to

participate in that commission!"

Chris: "But I'm not planning on moving anytime soon."

GR: "That's OK, Chris. There is another way that you can help. Will you please keep a few of my business cards? When you hear of someone needing real estate assistance anywhere in the country, will you please give me a call?"

Chris: "Of course I'm happy to help family. I'll let you know when I hear of anyone."

GR: "Thanks for your help. I'll talk with you again, and let you know how my referral business is going."

Business Acquaintance

GR: "Hi Pat. I wanted to let you know about an exciting new program I'm involved in."

Pat: "I didn't know you had free time for another business!"

GR: "This is a new part-time business I'm involved in. As you know, Pat, I have my real estate license. I joined General Referral."

Pat: "I already have a REALTOR®. And besides, I don't want to work with someone part-time."

GR: "I agree with you completely, Pat. That's why I have chosen to work with General Referral instead of trying to handle real estate on a part-time basis. They are an independent company and work with all of the top real estate brokers nationwide. Better than that, because of their experience and the huge amount of business they handle, they are normally able to provide a higher quality of service to the buyers and sellers. It is truly a "win/win" program, Pat."

Pat: "But I'm not going to be moving anytime soon."

GR: "That's fine, Pat, but I still need your help. Will you please keep a few of my business cards? When you hear of someone needing real estate assistance anywhere in the country, will you please give me a call?" 

Pat: "I'll be happy to."

GR: "I'll stay in touch with you and let you know how my new business is coming along. See you again soon!"

Neighbor Thinking About Selling Their Home

GR: "Hi, Sandy. I heard that you're thinking about selling your home and moving."

Sandy: "That's right. In fact, I was going to call you. I know that you're in real estate, and I wanted you to tell me how much my home is worth."

GR: "Sandy, certainly I'll be happy to help you. Since I am retired (or working full time, or staying home with the kids, or going to school, etc.), I have decided not to work in real estate full-time. Real estate is so complicated these days - it's not something to be taken lightly. I have chosen to join General Referral. They are a licensed broker, providing services all over the country. They can assist you in selling your home here, and buying your new home wherever you go."

Sandy: "I've never heard of General Referral. But I have heard of (local real estate firm)—they have many signs in our neighborhood."

GR: "Even though General Referral is one of the largest real estate organizations in the North East, no one with their firm personally lists or sells real estate, Sandy. Instead, they work with all of the top real estate companies, including (local real estate firm). Because of the large volume of business they create, companies are willing to work a little harder to keep General Referral's clients happy. And better than that, Sandy, there is no cost to you for the service."

Sandy: "But I'm not ready to list my home yet."

GR: "That's fine, Sandy. But you mentioned that you wanted to have a market analysis to determine the value. There is no cost for the service, and certainly no obligation on your part. All I want to do is to see that you get the best service on the sale of your home. Do you have a particular agent you want to work with?"

Sandy: "No, no really. Have General Referral select the best agent for our neighborhood."

GR: "Fine, Sandy. Is it best to contact you at home or at your office."

Sandy: "Home is best. After 6:00."

GR: "Let me know what you think. Oh Sandy, one last thing. Will you please keep a few of my business cards? When you hear of someone needing real estate assistance anywhere in the country, will you please call me?"

Sandy: "I'll be happy to help. Have (local real estate company) call as soon as possible."