Script - Asking for a professional referral from your sphere of influence

When it comes to building your network, leveraging existing relationships is paramount. Start by reaching out to those who already know, like, and trust you.

Asking for help requires a level of humility, but it's also a gesture of respect and esteem towards the person you're asking. Everyone appreciates feeling valued, and by soliciting business introductions from your trusted contacts, you're not only demonstrating your trust in their judgment but also strengthening your bond with them.

Let's break down the practical steps. Begin with the FORM script and then clearly articulate your request.

1. Family: Show genuine interest in their family and relationships. Ask about their loved ones, how they're doing, and if there have been any recent milestones or events worth celebrating. This helps establish a personal connection and sets a friendly tone for the conversation.

2. Occupation: Explore their professional life. Inquire about their work, their role, and any recent projects they've been involved in. Understand their challenges and successes, showing empathy and curiosity. This demonstrates that you value their expertise and experience.

3. Recreation: Discover their hobbies, interests, and passions outside of work. Whether it's a love for hiking, cooking, or painting, delve into what brings them joy and fulfillment in their free time. This not only strengthens your connection but also provides insight into their personality and values.

4. Motivation: Shift the conversation towards what motivates them. What drives them to excel in their career or pursue their hobbies? Understanding their motivations allows you to connect on a deeper level and tailor your request accordingly. For example, if they're driven by a desire to help others succeed, emphasize how their referral could make a significant impact.

Once you've added value to the conversation by engaging in the FORM script, it's time to make the big ask!

"Hey Sally, when you were in the process of buying your house, who was your realtor?" Follow up with qualifying questions such as, "What was your experience like?" and "Would you recommend them, and why?"

Now, armed with a name, you've not only expanded your list but also established a sense of trust through your shared connection.

Here are some tips for asking for referrals:

1. Set the Context: Explain why you're seeking their input.

2. Honor Their Expertise: Consider the personality type of the person you're asking and tailor your approach accordingly.

• Knower: "You have such great instincts about who you work with. Your intelligence and keen insights are invaluable."
• Thinker: "You always approach decisions with thorough research and analysis. Your attention to detail is something I truly admire."
• Feeler: "You have an amazing knack for surrounding yourself with good people. Your ability to connect with others on a deeper level is truly remarkable."

3. Specify Your Needs: Be clear about the type of professional you're looking for.

If they don’t have someone in mind, express gratitude for their consideration and emphasize your trust in their judgment.

If they provide a referral, qualify it by asking what they appreciate about the person and how they would rate them on a scale of 1-10. Anything below a 7 might not be the best fit, while a higher rating signals potential.

Probe further about their relationship with the referral and inquire if they'd be willing to facilitate an introduction. Depending on their level of familiarity, suggest suitable methods such as a group text, email introduction, or arranging a face-to-face meeting.

Lastly, ensure you have accurate contact information for the referral to facilitate further communication.

By following these steps, you'll not only expand your network but also nurture and strengthen existing relationships in the process.