Page 85 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Individual Meetings/Lunches with Paid Referral sources
Schedule 1-2-1 Lunches with every paid referral source at least twice per year
If you do this right it can be the source of many referrals for you
Stalk them before the meeting (Know Your Source)
Buy them lunch – even if it’s virtual – send them lunch with a food delivery service and break bread with them virtually – a bit of fun makes for good connections.
Prepare for the meeting – and tell them you want to take some notes as you go along so you don’t forget important stuff – they always say yes.
Use the ‘Getting To Know You’ questions checklist to take your notes – focus on them but of course, answer any questions about you – then get back to them
Go to every 1-2-1 with a Specific Ask to a neighbor or vendor of the Paid Referral Source
Find a way to ask conversationally – Plan it!
Find a way to ask for introductions to any other leads that may come up during the conversation – not too many but maybe one besides the Specific Ask you came into the meeting prepared to pursue.
“You mentioned JB Accounting a few minutes ago. That would be a great client for me. Can we figure out how I can speak with them? I would love to set up another virtual lunch with them and you if you would like.”
“I would love to do the same thing with (neighbor or vendor Specific Ask you came prepared to ask about)”.
Manual Revised: April 3 2025 Confidential
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