The Hero Script For Real Estate Agents & Lenders

The Hero Script For Real Estate Agents & Lenders


What’s the number one reason why people refer a product,
service, or experience to a person that they care about? Well, let me tell you a quick story. I have a good friend,
his name is Mark Divine, and Mark is a reader like I am, and one day I suggested that he read a book called “Deep Work,”
written Cal Newport. And, Mark went out and got the book, read it, loved the book. And then one day, I turn on his podcast, and he’s on an interview with Cal Newport, and he opens up the podcast by saying, “First I want to thank my friend Joe Stumpf for referring the book to me because it had a profound
impact on my life. Thanks, Joe Stumpf, and
Cal, if it wasn’t for Joe, I would not have read the book.” Now, you gotta know, when I heard that, my social status rised, my joy that I made an impact
on Mark just was soaring, and I felt so good. Now, that’s the number one
reason why people refer. They refer so they are the hero. So with that in mind, I created a script that I’d like you to use whenever you’re talking to your clients about them introducing you to
a person that they care about. You’d simply say, “Hey, when you introduce me to a friend who needs my help, the number one goal is to make you the hero or
the star for referring me.” So it might sound like this. You’ll be on a phone conversation
with somebody and say, “Hey, before you go, I
just want to remind you, when you introduce me to
a friend who needs my help, my number one goal is
to make you the hero for referring me.” Might want to write that
down a couple of times, and the next time you’re in
a conversation with somebody, just say, “Hey, I just want to remind you, that when you introduce me
to a friend, a family member, a colleague, a person
that you really care about, my number one goal is
to make you the hero for referring me.” And I think when you do that, you’ll touch a deep, unconscious
need that we all have, and that is to be someone’s hero. So invite ’em into the hero club. Let ’em be a hero by introducing you to the people that they care about. I’ll see you next time.

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