In this episode, I get to sit down with Stacey Brown Randall, who has one focus in life, which is to help business owners and salespeople avoid business failure. Tune in as Stacey talks about dealing with the fear of asking for referrals.
[:35] Jennifer introduces her guest for this episode — Stacey Brown Randall!
[2:08] Let's talk about asking for referrals. What are Stacey's thoughts about this?
[4:50] 90% of us are willing not to get referrals, just because we don't want to have to ask. Stacey set out to figure out a way to generate referrals without asking.
[6:34] The tendency in the mortgage industry is to hide behind keyboard confidence. Is this a trend that has come about because of people's fear of asking?
[9:14] Stacey chooses to work with people in very crowded marketplaces, because it's easier to make herself stand out.
[10:00] You need a referral-generating plan as much as a prospecting plan.
[12:20] There is a need to go wider to get the prospects, and then once you have them, there is a need to go lower, to keep them. Work both the vertical and horizontal perspectives!
[14:30] What is the missing link in the client experience system, that compels them to refer people?
[17:44] Stacey explains the importance of work touch points and relationship-building touch points.
[20:51] What kind of referrals are Stacey's clients getting during the process of implementing her system, vs. in the long run?
[25:39] Jennifer shares her similar concept — the Love-o-meter!
[26:30] What are some ideas Stacey has to "wow" clients, at the beginning and at the end of the process?
[31:49] Stacey talks about the H-to-H sale.
[35:35] What does Stacey suggest when working with millennials who don't want to meet in person?
[38:47] It's not just about the client trusting you, but also about you trusting the client.
[41:30] Stacey has something very special for you — a free guide called "The Seven Deadly Sins of Generating Referrals!” Download it today at growthbyreferrals.com/mortgagemastery.
[42:57] What is Stacey reading right now?
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