What happens when you refer someone and the client says I have a guy or gal that does that ....you say?? Thursday Mtn View BX

 

Our introductory question for this week was:  "How does a member of BX bring your business up when someone with whom they are talking says, “I already have a lender, CFP, etc.”?  (This is designed to help us sell you and your services)."    Here were your comments:

 

 

Ask, "Are you happy?"   (from David Joud training)

 

Understand the differences in someone from our groups service.  Do this by learning much more about each other's business.  Listen carefully while presentations are going on, etc.

 

Ask, "What is it about that individual that you like so much?"

 

Ask, "When you searched, what kind of key words were you searching for?"   (find this information out and let your BX partner know the feedback)

 

Use each other's services

 

Ask,  "WHY?"  3 times

 

Instead of asking, "Would you be open to a second opinion?," ask an open ended question like, "What would be wrong with getting a second opinion?"   They will have to answer with more than one word.