Page 91 - Schooley Mitchell Marketing Manual
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SCHOOLEY MITCHELL
MARKETING MANUAL
Referrals
Getting To Know You
6) I was just at the ... Event, have you ever been? Do you go to any fundraisers?
7) Where is your hometown? Oh yeah, when did you leave – where did you go to school?
8) I watched ... the other day, although I try not to spend too much time in front of the boob tube. Have you seen any good shows/movies recently?
9) Other (think about it– hard) - just don’t emphasize your personal interest – try to get them to focus on theirs.
10) Avoid the Negative Norm – try not to complain about things even if they do – stay positive!
These questions are interspersed with the business questions above and not asked rapid fire but rather, con- versationally. Practice. And then practice. And then practice.
It does not matter if you have lots of unanswered questions – that’s for next meeting. That’s why we keep notes on every lunch/meeting.
Manual Revised: April 3 2025 Confidential
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