Dial Out to Bring Business In
When I tell people, “Dial Out to Bring Business In”, I am often asked, “Are you serious?”
And the answer is simple….if you are not on the phone already and you are in your office, you need to pick up the phone and talk to SOMEONE!!!! So in short, YES!!!
Take 1 hour per day and call current and prospective referral partners. If you don’t, someone else will! The calls should genarally be between 8:30-9:30. Most people are more energetic in the morning and the daily fires have not blown up yet.
You should be able to do a minimum of 8 per hour if done properly. That leaves 7.5 minutes per call which really is a LONG time to talk. That little hour means you can/should talk to 40 referal partners per week.
Hi _(referral partner name)_, this is Derek from Territorial Mortgage do you have a minute for business? (ask this so as not to interrupt their schedule…they may have clients. Also this will intrigue them.)
Great, I’m actually prospecting and wanted to follow up with you to see if you have any clients or transactions you may need help with or anyone you know that may need a second opinion. (You have now been completely honest. You are calling for business and if you are honest ABOUT your business my estimate is your service can IMPROVE their business.)
—let them respond with Yes/No/maybe….
If yes, take it from there, if NO then…(Drop a value add here such as)
–THE VALUE ADD–
Great, I have some flyers for the new $8000 FTHB tax credit. If you have any questions just let me know and I will be happy to answer them for you and your clients. I will drop them off by _(be specific so you can BEAT the expectation)_.
Would it be ok if I followed up with you in about a month? (Why a month? My guess is if you REALLY look at your potential partners you can come up with a list of 150-200. It will take you a month to get back around to the first call.)
_(insert partner name)_, is there anything else i can help YOU with right now.
You ask this to show that you care, but also they may have other questions and you open the door to THEIR conversation.
Then end with.
Thanks (insert partner name), have a great day!
THIS STUFF WORKS!!!!!
Now, should you get their VM I leave the following message.
Hi (insert name), this is Derek from Territorial Mortgage. I was calling with a business question. Please give me a call when you have a moment.
That will get their curiosity up but not give away your intent.
There are the two forms I use to track my calls, both are easy spreadsheets. Feel free to drop me an email and I will be happy to share.
The old saying, “build it and they will come” should be “CALL AND THEY WILL ANSWER!”
To your success!