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Radiant Chat Scripts

The Recruiter - The Local Don

This script is going to generate more ongoing referrals and deals from professionals that you have already done business with in the past.
It’s called The Local “Don” as an honor to my Dad.  He ran a very successful mortgage business as I was growing up and he is the reason I got started in the mortgage business.  As a kid growing up we could not leave the house without my Dad running into someone he had helped.  Clients, Real estate agents, Insurance professionals, Lawyers, Business owners Friends,  Friends of Friends, and on and on…
My Dad knew how to make a connection with people and has built an exceptional career by simply being an exceptional networker. 
A couple of simple secrets that I learned from him over the years.
1. Never eat alone.  Most days of the week he eats lunch with a connection or referral partner.  (Obviously, this has changed over the years and you can now meet more people per day over Zoom but you sacrifice that one to one personal connection)
2. Connect your connections.  He is always attentive and listening for what people needed or what their struggles were.  If someone he knew might be able to help or have a connection that could help that person he would always make the connection.  Bonus tip.  He would always make the connection as soon as he got in the car after the meeting or when he got back to the office.  Never wait a day.
3. Be genuine and honest.  My Dad won’t take crap from anyone and you always know where he stands.  There’s no filter and there’s nothing fake or hidden when you speak with him.  At times I would think he would be offending the people we met with, especially when bluntly telling a borrower they wouldn’t qualify :) but there is always true respect between all parties.  Referral partners and clients always trust my Dad because they know that there is no hidden agenda or fluff. 
4. Stay organized and track your stats.  Even though my Father has a big heart, will meet with anyone, and is always willing to help he is also incredibly efficient and organized.  He always knew who was doing what volumes in the market and focused his efforts on the people who he enjoyed working with that was doing good volumes.  If you're going to invest your time, invest it with contacts that can send you a good volume of business.  Keep track of all your referral partners and the referral partners on the other side of each transaction so you can keep in touch and convert them over time.
5. Keep providing value.  Always work on providing additional value and new ideas for your referral partners.  Once you have the relationship it’s always good to be known for providing value and new business.  Working their database and leads is a good start but we can always be providing more valuable ideas… to keep them answering your calls, coming back and referring!
This call goes out to all of the referral partners that you have done business with in the last 2 years.
The Local “Don” Call Script
Hello FIRSTNAME,
This is CONCIERGE NAME calling from LO NAMES office.  LO NAME asked me to reach out and provide you with a quick update.
How are you?
LO NAME really enjoyed working with you on your last deal together.    We have been hard at work since our last deal together building new ways to provide more value and referrals for you.
Do you have a quick 15 minutes to re-connect with LO NAME at DATE and TIME?
Yes - Ok great, is EMAIL and PHONE still the best contact information for you?  Book the appointment.
No - Ok, LO NAME really enjoyed working with you on your last deal together and specifically asked me to give you a call.  Is there a better time when I can call you back to discuss?
What deal did we work on together?  Unfortunately, I don’t have that information but it was memorable enough for LO NAME that they asked me to connect with you today.  I can definitely make sure that they have that information available for you when you have your call together.
Do you have a referral to send right now?  - Most likely.  LO NAME has developed a marketing program to help you generate referrals and new deals from your database and past leads that we think would be a great fit for your business.
What do they want to talk about?  LO NAME thinks you are awesome and wanted to catch up and hear what you have been up to.  They have launched some pretty incredible marketing systems in the business designed around bringing you value that you should probably take the time to hear about as well.

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