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netsuite right now so schedule a free product tour now at netsuite.com school that's netsuite.com school i want to go through something really important here and that is the art and science of building referrals let me just tell you something i think this is one spot at whatever reason salesmen just fall down on nafta you know if they're scared to ask for referrals or they need their prospects or you know their new clients be pissed with them they ask referrals let me just tell you the bottom line i was in the mortgage business my business very
quickly after a few months was all strictly referral why because i asked for them i asked them relentlessly now let me go through this step by step here very quickly it's just a quick tip video we'll go into this more deeply on an intensive but think about this where do you think the best time is to ask someone for a referral so let's say it's like you know um may 1st right and you're out there and you close along a product right and they're done you sells them it's a two thousand dollar product right and
you shake hands they say great you know you're gonna love this blah blah blah blah right so the question is do you want to ask them right at the table right at the closing table either it's in person over the phone or do you want to wait a few days and then you call them back to check on them and say hey you want to make sure everything's going well you have any questions i want to make sure you have a good experience oh by the way you know anybody else who could use the same
blah blah blah right you want to do it then or do you need to even wait longer than that i mean just for for the sake of you know politeness in general like you know just being a good person that you want to wait to give the person a chance to experience the benefits of the product for themselves before they have to recommend to a friend which do you think is right now hopefully you know a little bit about this program by now and if you said the last one you know i'm gonna jump through
the lens and try to choke you right because it's terrible you'll destroy yourself you don't have to wait for any arbitrary amount of time before you start asking for referrals frankly bottom line and i've tested this out over many different industries i've done this for years is the best time to ask for a referral is right after you close the person that very instant why is that well there's a couple of reasons number one is that when someone says yes right if once they say yes in order to remain consistent with them saying yes they
want to think they made a smart decision they can't say oh yes i'll do it's going to be my money but i'm not comfortable enough to recommend the friend rare indeed is that person rather that person is gonna actually want to recommend his friend because he wants to form his own consensus those consensus is one of those court influencing traits those people want to be part of the crowd want to be part of the consensus right so it almost is an affirmation that he did the right thing he made a good decision by going out
there and getting someone else to do it too that's why people will give you referrals right at the closing table in addition it's that moment after you close when you just lower their acting threshold with them very high in a certain scale that's when they're most apt to give you a referral don't fall into the trap it's a weakness it's just being weak and frail seriously wake the [ __ ] up okay i want you to make it a [ __ ] habit the second you close a deal then first words out of him out
there's a great you know what this oh by the way right who else do you know that i can help in the same way that i helped you not who else can you refer to what else can you know i can help the same way that i've just helped you remember you just helped this person feeling if you've done this right you built massive rapport along the way right you were in report your closing report because you can't close without report right this is the perfect time don't be shy don't like chicken it's a mental
thing just put your [ __ ] back up in the toilet sale by the way who else do you know that i could benefit in the same way that helped you and just shut up now that being said going forward there are different levels of referrals like the best thing is would be listen here's what i want you to do i want you to take out your rolodex or take out your smartphone and i want you to actually dial the number yourself right now in front of me oh here's what i want to do john
take out your phone i want you to your top three people i'll wait right here i'm gonna wait here i want you to dial them and tell them this is the greatest thing in the world and then stand the phone to be after you told that nothing in front of you that's your best referral right versus them saying oh yeah i'm gonna call uh i'll call i'll call my friend jim who will love this and um i'll tell jim to give you a call is that okay oh yeah sure i told you here's my cell
phone give it to jim don't hold your [ __ ] breath for gym to call you that's your worst referral right and then in the middle of those is the classic yeah yeah call this guy uh john doe when he has his phone and gives you the number you might think i was kidding around when i had that first scenario like all right here's what i want you to do john take out your freaking smartphone let me tell you something if you do this right and you're in type report someone you can get someone to
take out their phone right now and stop calling people i did this all the time i would be i'm saying i'd be in someone's house i'd close them on their mortgage back when i was doing the mortgage this is a perfect big referral business right close them on their mortgage i had not even refinanced their home yet they had no idea if i was good bad or indifferent at what i did but they were so confident based on how i sounded we were in such tight rapport because my focus of the second ten and future
pace them emotionally that a person who was typically hostile when i walked the door they were typically in hospital somewhat right they were cooking me dinner i'd be sitting there with a [ __ ] meal out [ __ ] wine here and they're busy on their phone calling their friends one after the next saying what a great guy okay i'm not a magician all right so i'm not i'm not it's not like i'm harry potter's like i cast a spell on them it's very simple i asked them to do it in a nice way not
take out your [ __ ] smartphone and start dialing bill i'm like bill i honestly i i can't tell you my business listen mostly it's on referral even though i cold called them probably right actually most of this is our phone and just i really appreciate it if you knew anyone who i could help in the same home you say oh yeah i have my friendship great do me a favor please hey please do me a favor look it right in the eye can you please give her a call such as a big diff don't
flat out you know it's a big difference if they hear it directly from you versus me calling them do you mind what's so bad about that s and ye shall receive don't ask and ye shall not receive just [ __ ] ask them nicely respectfully and with integrity there's nothing wrong with this i'm not saying anything like you know that you try to be underhanded i'm saying you have a great product you help people why not help more people unless you don't believe in what you're selling then you shouldn't be selling it anyway come on
put your [ __ ] back up every sale you close today i want you to ask for referral on the spot and get them to dial that phone and pass you the phone or ass and die crying because the worst that will happen you know why i just not right here here's this number that's your default they're not gonna be mad at you if you do it the right way that's the bottom line all right love you all that's a tip for the day that's one money in your pocket like that do it you
