Referral Requests script for existing clients seeking investment property leads

Author: Edi Shek (NMLS# 216981)

Introduction

It's always great to connect with past clients and celebrate their successes. Today, I'm reaching out to share a specific way you can help me continue to make a positive impact, simply by thinking of others in your network. My goal is to expand my reach, and your insights are invaluable.

Opening Lines

"Hey [Client Name], it's Edi Shek here! How have things been since we last spoke? Hope you're settling in beautifully / enjoying your new investment!"

[PAUSE]

"That's fantastic to hear! I was just thinking about your recent transaction and how smoothly everything went. It truly was a pleasure working with you."

[LISTEN]

"You know, [Client Name], your trust in me meant a lot. It inspires me to continue helping others achieve their financial goals through real estate, especially when it comes to investment properties."

Main Script Body

"Speaking of investment properties, that's actually why I wanted to connect briefly today. As you know, I specialize in helping clients identify and secure profitable investment opportunities, whether it's their first rental or adding to an existing portfolio."

"My business thrives on genuine connections and referrals, and I'm looking to help more individuals build wealth through real estate, just like you've done or are doing."

"So, I was wondering, as you think about your friends, family, or colleagues... do you know anyone who has perhaps mentioned wanting to get into real estate investing?"

"Maybe someone who’s expressed frustration with the stock market, or who’s looking for a more tangible asset?"

"Or perhaps they’ve simply hinted at wanting to generate passive income or build long-term wealth?"

[PAUSE]

"It doesn't have to be someone ready to buy tomorrow. It could be someone who's just curious, or perhaps needs guidance on where to start, or even someone looking to refinance an existing investment property to free up capital."

"My approach is always about education first, ensuring they understand the market, the opportunities, and the potential risks, without any pressure."

"A simple introduction from you would mean the world, and I promise to extend the same high level of service and dedication that you experienced."

"Would you be open to keeping an ear out for anyone like that, and perhaps connecting us if the opportunity arises?"

Handling Objections

1. "I need to think about it." "Absolutely, take your time. No pressure at all. Just think about anyone in your network who’s expressed any interest in real estate as an investment. Even if they're just starting to explore, I'm happy to offer a complimentary, no-obligation consultation to answer their questions. Would it be okay if I circled back with you in a few days, say on [Day of Week], just to see if anyone comes to mind?"

2. "The price/rate is too high (for my friends to invest)." "I totally understand that concern. The market can seem intimidating right now, with current prices or rates. But that's precisely where my expertise comes in – helping people navigate those challenges and find opportunities that still make sense. It's often about strategy, creative financing, and identifying specific market niches, not just waiting for rates or prices to drop. I can help their friends explore different options and identify properties that align with their goals and budget, even in today's environment."

3. "My friend is already working with someone." "That's perfectly fine, and good for them for taking action! My goal isn't to poach clients, but to provide diverse value. Perhaps their current contact specializes in something different, or maybe a fresh perspective could be incredibly helpful. I'm always open to a brief, no-obligation chat – think of it as a second opinion or a sounding board. Sometimes having different insights can uncover new opportunities or clarify existing plans. They don't have to switch; it's just about having all the information at their fingertips."

4. "My friend isn't ready yet." "Many people aren't 'ready' in the traditional sense, and that's often the best time to start planning. Investing isn't always about jumping in tomorrow; it's often about setting a long-term strategy, understanding the market cycles, and preparing financially. I help clients build a personalized roadmap, even if they're a year or two out from making a move. It's about education and preparation, not immediate action, and that proactive approach can save them significant time and money down the line."

Closing Sequence

"So, if anyone comes to mind, what's the best way for you to connect us? Would an email introduction work well, or would you prefer I send you a quick message you can forward?"

"However you feel most comfortable, I truly appreciate you keeping me in mind. I'm excited about the possibility of helping more people achieve their investment goals."

"Thank you so much, [Client Name], for your trust and support. It means a lot to me."

Follow-up Strategy

If they agree to think about it, follow up within 3-5 business days with a polite, concise email or text. Remind them of your conversation, reiterate your value proposition for investment properties, and offer to send them a brief informational piece about current market opportunities for investors to share with anyone who comes to mind. Keep it helpful, not pushy.

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Remember, every connection you foster today has the power to transform someone's financial future tomorrow. Don't underestimate the ripple effect of a simple, genuine introduction.