By now, asking for referrals is probably second-nature to you. Are you satisfied, however, with the responses you get? Are people giving you referrals or just saying "no?" The problem may lie in how you are asking. According to Mark Sheer, author, consultant, trainer, and professional speaker, there is a right and wrong way to ask for a referral.

• Find Substitutes For Emotion-Ladened Words

In his book, How To Master The Art Of Listing & Selling Real Estate, Tom Hopkins-the

top real estate trainer in the U.S.-advocates the use of positive phraseology; i.e., words

that do not trigger "hot buttons" for clients. Granted, not every client is sensitive to all of

the following words, but Hopkins believes you will put people at ease by using words that

are less threatening.

Sensitive "Rejection" words Replacement Words

Patricia

«UserName»

«UserName»

For all of you who requested the referral letter that I mailed to former clients and friends who would be able to refer new clients, I am posting it below. Together with this letter I enclosed a client profile created using the guidelines on the blog I posted about this topic. I hope it helps! 

 Dear ........,

As you know I have been working in the home loan industry. This is an industry in which business is originated mainly through referrals from clients and others. I have decided to build my business around those who already know me and have done business with me in the past, since these are the people who are aware of my business ethics and values. As a valued client and friend, I feel you are my best source to help me expand my business. I would like to extend my services to your family and friends, and would appreciate it if you would take a moment to make a list of people who, like yourself, would benefit from my services.

Who do you know who would fit the categories on the enclosed Client Profile? This profile details the services that I can provide and describes the types of people that I am able to help.

If possible, I would like to help your friends and family members reach their goals. I would really like to find the time for us to meet and talk in person. Because I know in these busy days this can be difficult, I have enclosed an S.A.S.E. to get the names of people who you suggest I contact, which you can list below. I will contact you within a week to speak to you. I appreciate you taking the time to help me!

My List of Names and Phone Numbers:

1. Name: ________________________________ Phone: ________________________

2. Name: ________________________________ Phone: ________________________

3. Name: ________________________________ Phone: ________________________

4. Name: ________________________________ Phone: ________________________

5. Name: ________________________________ Phone: ________________________

Thank you in advance for helping me build my business!

Sincerely,

Patricia Carr

Sr. Loan Officer

Pacific Funding Group, Inc.

(818)359-2647 Mobile

patriciac.pfg@gmail.com

Anyone can say, "Do you know anyone who wants to buy or sell a house?" That is not a good way to ask for referrals. Follow this strategy, suggested by Mark Sheer in his book, Referrals, to increase your referrals:

Practice The 5 P's. The Marines have a motto: "Prior Planning Prevents Poor Performance." It pays to be prepared by knowing who you will contact, how you will contact them, when you will follow up, and exactly what you will say.

Mail Letters and Schedule Follow Up. From your computer database, compile a list of people to contact for referrals. Write the letter and mail five or ten per day. If you send too many, you will not be able to follow up properly. Plan the follow-up this way: Figure out when the person should have received your letter, add a day or two, and then call. Organize this strategy by making a list-in advance-of the people who should be called each day (for as long as it takes to complete the entire list). Never, ever fail to follow up. It looks unprofessional and will yield no referrals.

Prioritize Your Mailings. First, send letters to your hottest contacts-people who would do anything for you. Next, send letters to your #2 contacts; and so on.

Include your client profile with each letter. A client profile is different-and certainly not what the typical Realtor sends when asking for referrals. It will make people want to "take the test;" they will be challenged to think of people who fit the descriptions in your profile.

Create A Client Profile

Mark Sheer highly recommends that you develop a client profile. The purpose is to help you identify: 1) your client base, 2) services you can offer, 3) referral sources, and 4) strategies and time-frames for contacting prospects. The following sample profile will clarify:

My clients are people who...

•  Have recently retired or are planning to retire

•  Are getting a divorce or have recently divorced.

•  Are paying too much in taxes and need a shelter

•  Recently had a baby or will soon have one (may want a larger home, first home, need cash, debt consolidation or life insurance.)

•  Are planning to get married or just got married

•  Received a job promotion or new job; must relocate

•  Have children who recently left the nest; may need a smaller home.

•  Now that your imagination is stimulated, brainstorm a client profile on a separate piece of paper.

I encourage you to put some time into this. I know this strategy will work for you. 

Enthusiastically!

Patricia

A Very Different Look At Time Management

Hello everybody!

In his best-selling book, The 7 Habits of Highly Effective People, Steven R. Covey made a reference to an essay by E. M. Gray entitled, "The Common Denominator of Success." Gray spent his life searching for the common thread among successful people. Gray wrote "The successful person has the habit of doing the things that failures don't like to do. They [successful people] don't like doing them either necessarily, but their disliking is subordinated to the strength of their purpose."

Covey sums up three generations of expert time-management theory in a single phrase: Organize and execute around priorities. He posed the question: "If you were to fault yourself in one of three areas, which would it be:

1.  The inability to prioritize;

2.  The inability or lack of desire to organize around your priorities; or

3.  The lack of discipline to execute around them, i.e., to stay with your priorities and organization?" Most people say they lack discipline. Covey believes, however, that most people have not deeply internalized their priorities.

Long and short-range goals, projects, To-Do lists, and daily activities must have priorities and a recognized correlation to deep, personal values. This, he believes, is the fourth generation of time management. It places activities in the context of your personal mission, roles, and goals. Fourth generation time management creates tremendous empowerment.

Covey believes that the tool you use for personal management (a.k.a. time management) should meet six important criteria:

•  Coherence. There should be harmony, unity, and integrity between your vision and mission, your roles and goals, your priorities and plans, and your desires and discipline. You should be able to refer to your personal mission statement daily. There should be a place for your roles (parent, Realtor, spouse, etc.), values, and long- and short-term goals.

•  Balance. Your planning tool should help you maintain balance in your life so you do not neglect your health, family, personal or professional development, spiritual growth, financial goals, and so on.

•  Focus On Planning. The key is not to prioritize what's on your schedule, but to schedule your priorities, so plan in weekly increments, not daily increments. Planning ahead will enable you to prevent crises rather than prioritize them. Organize on a weekly basis for greater balance in your life. 

•  A "People" Dimension. Your planning tool should allow you to deal with people, not just tasks and schedules. Try to think in terms of effectiveness and efficiency. There are times when people must take priority over schedules. People are as wise an investment as tasks.

•  Flexibility. Your planning tool should be your servant, not your master. It does not matter what you use*a computer, a day-planner, or post-it notes pasted to your forehead*as long as it fits your style and makes you more effective and efficient.

•  Portability. Carry your planning tool with you so you can instantly review your personal mission statement or re-assess a commitment in light of a new opportunity.

I was inspired and motivated by Covey's insight and suggestions. I hope you agree!

What Motivates People to Make Decisions

Have you ever wondered why some people make decisions quickly while others take much longer? Without getting too analytical, let's look at the four personality types described in Dr. Tony Alessandra and Dr. Michael O'Connor's book, People Smart. The authors contend that chemistry -rather than conflict- is created when you make an effort to recognize people's personality styles and adapt your style to theirs. I will give you a quick overview of the four styles and tips on dealing with them in a sales situation:

Directors: Directors are driven by the need to control and to achieve. They are goal-oriented, busy, go-getters who are most comfortable when they are in charge of people and situations. They thrive on achievement, status, power, and recognition. Directors take no-nonsense approaches to achieve bottom-line results.

How to deal with them: Never waste a Director's time. Be organized, get to the point, and avoid small talk. Show Directors that you have done your homework by giving them bottom-line information and options. Directors are status-conscious, so point out the prestige of the neighborhood. Be prepared to negotiate; they thrive on the art of the deal.

Socializers: Socializers are friendly, enthusiastic outgoing people who thrive on the admiration and recognition that come with being in the lime-light. They are idea-people and dreamers who excel at getting people excited about their visions. Socializers are the type who would rather "schmooze" with clients over lunch than work in the office.

How to deal with them: Socializers thrive on recognition, so pour it on-sincerely. Be prepared to be friends first. Win them over with a strong presence, entertaining conversation, jokes, and enthusiasm. Support their ideas, goals, and dreams. When showing a home, sell the possibilities and the social benefits of the home. Socializers can be impulsive decision-makers. Be sure to pre-qualify them and be sure their decisions are sound.

Thinkers: Thinkers are analytical, persistent, systematic people who enjoy problem-solving. They are detail-oriented people who focus on the trees, not the forest. Thinkers are always in control of their emotions and may become uncomfortable around people who are extremely enthusiastic or emotional, such as Socializers.

How to deal with them: Thinkers are time-disciplined, so be punctual. They appreciate details, so point out all details. Provide market data and statistics on resale values. Be systematic, logical, well-prepared, and patient. Thinkers are slow and deliberate decision-makers. Before acting, they do research, make comparisons, and determine risks. Give them all the information they need and then, if necessary, nudge them forward with a realistic "deadline" for acting.

Relaters: Relaters are warm, supportive, nurturing individuals. They are people-oriented, excellent listeners, devoted friends, and loyal employees. Relaters are risk-aversive; when faced with change, they need to think it through, plan, and accept it into their world.

How to deal with them: Relaters want warm, fuzzy relationships, so take it slow, earn their trust, and show sincere interest. Talk in terms of feelings, not facts, which is the opposite of the strategy for Thinkers. The benefits they seek are warmth and security. As decision-makers, Relaters are slow; they often need to consult with everyone who will be affected by the decision. Never back Relaters into a corner; just give them time and reassurance.

I hope my success strategies have stimulated your interest, inspired and motivated you, and provided some entertainment. I will be in touch soon.

Enthusiastically!

Patricia Carr

Sr. Loan Officer

Pacific Funding Group, Inc.

16800 Devonshire St #309

Granada Hills, CA 91344

(818)359-2647 Mobile

patriciac.pfg@gmail.com

BY HOWARD BRINTON

Words are powerful things. When speaking with prospects, clients, and colleagues, your choice of words and phrases shapes their perception of you; it tells them if you're can get the job done effectively and responsibly.

Phrase 1: "Here's the Problem"

Your clients don't want to hear about a problem associated with selling or buying their home; they'd rather know what you're going to do to solve it. Instead, use words like challenge or opportunity. These words imply action, as in "Here's our challenge — we need to fix up this house on a small budget! Let's talk about where to start."

Phrase 2: "I'll Try"

This phrase is laden with doubt. It gives the impression that you've already concluded that you will not be able to help them. Instead, consider using I will. If you aren't positive that you can deliver on the promise, explain what you'll do to achieve the goal. Then provide a few paths you will take as an alternative approach, if necessary.

Phrase 3: "But"

This word is often an "I can't" in disguise. For instance: "We'll market your property at this price but I can't guarantee it will sell." Instead, use the word and, as in "I will market your property at this price for four weeks and if we don't receive any offers, I'm going to ask you for a price adjustment."

Phrase 4: "You Should"

This phrase kills marriages as well as sales. Down deep, you may want to say, "You should paint the exterior and remove all of these dead shrubs," but instead consider ways to rephrase it so that you're creating a sense of empowerment. This is a better way to phrase it: "If we paint the exterior of the house and work a bit on the landscaping, we'll be in a better position to increase the asking price."

Phrase 5: "You Have To"

As in, "You have to list at this price if you want to get any activity." Phrases such as this one often make people mad simply because it takes away their sense of control. Instead, say "You can position this property anywhere in the market that fits your needs, remembering that homes sell faster at one price compared with another."

Phrase 6: "It's Not My Fault"

This phrase is a quiet killer. Odds are good that you don't say it out loud to your clients, but even when you think it they can hear you. If something goes wrong, forget whose fault it is. Instead, focus on a solution by affirming "I am in complete control of the outcome and responsible for what I do next."

Phrase 7: "No Problem"

Sounds harmless, right? Not so fast. I've always believed that you should never answer someone's request with "no problem." It implies that the request could have been a problem, or that it was almost a problem. Indirectly, the phrase can evoke negative emotions, whether you meant it or not. Instead, try answering with a simple It's my pleasure.