10. Get the referral source involved in connecting (introducing) you to the new prospect.

To make a truly strong connection, you should always have your referral source facilitate the connection to the prospects. Your clients often know the best way to contact each person they refer to you, so take advantage of that. One of the easiest ways to get introduced is through email. Have your referral source send an introductory email on your behalf and CC you. If you need some ideas about what the email and other introductions can look like, our Scripts Book is full of examples for you to use.


Once you agree on what the introduction will look like, don’t leave the conversation without knowing who’s going to do what by when?


Today: Have your referral sources facilitate introductions, and follow up with them to make sure they don’t forget. If you need to, email them a sample they can use to send to your prospects.

9. When you get referrals, learn as much as you can about the new prospect to qualify them for your business and to insure a quality first conversation.

When you learn a lot about your prospects, two things happen: 1) you feel more comfortable and excited about making the phone call, and 2) you’re more likely to have a better conversation with the prospect.

Here are two very effective questions to ask:

1. What’s going on in their life tight now that’s important to them?

2. What do you like or admire about them?

Don’t make the mistake of asking for the client’s contact information too quickly. First, learn about the people and the relationship. Then talk about the introduction. Then, collect contact information.. If you are not sure which questions to ask, our Introductions Journal will give you a starting point and a special place to record your referrals.