Page 90 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Getting To Know You
37) More, more, more – this is your business! Listen for:
1) I want
2) I need
3) I can’t
4) I don’t know
One of my fellow consultants paid $40,000 to one referral source recently so it can be significant (or another story if already used)
General Questions Discussion Topics
If you want better relationships and conversations, consider yourself a human encyclopedia/Google that needs more info.
Show genuine interest and ask about:
1) I’m always looking for good spots for business lunches – do you have a couple of spots you go?
2) What about for personal lunches or dinners?
3) I read an article recently about... Do you read any publications or blogs?
4) What about books, do you read much for business or for pleasure? Who (authors) do you like?
5) Did you see (news topics but stay away from politics or other taboo topics)? Community & charities are good topics to mention – positive things!
Manual Revised: April 3 2025 Confidential
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