Referral Requests script to partner with financial planners for downsizer leads

Introduction

Hi there! I'm Edi Shek, and I'm thrilled to share a script designed to help you forge powerful partnerships with financial planners. This approach focuses on a specific, high-value client segment: those looking to downsize their homes. Mastering this script will empower you to create win-win referral relationships, providing immense value to your mutual clients and significantly growing your business.

Opening Lines

"Hi [Financial Planner's Name], thanks so much for taking a few minutes to connect today. I appreciate your time." [PAUSE]

"My name is Edi Shek, and I specialize in helping clients navigate the complex world of property transitions, especially for those looking to downsize or adjust their housing for retirement. I work with many financial planners and noticed a unique opportunity to collaborate." [PAUSE]

"I often find that financial planners have clients nearing or in retirement who are considering selling their current home but feel overwhelmed by the process. Does that resonate with your client base at all?" [LISTEN]

Main Script Body

"Great. Well, what I've observed is that many financial advisors are experts at managing wealth, but when it comes to the practical, emotional, and logistical challenges of selling a long-term family home and finding the next right-sized property, it often falls outside their core focus." [PAUSE]

"My team and I bridge that gap. We provide a tailored, full-service approach specifically designed for downsizers. This isn't just about selling a house; it's about creating a seamless transition that aligns perfectly with their broader financial and lifestyle goals." [PAUSE]

"Here’s how we can add significant value to your clients, and to your practice:

• For your clients: We make the property transition stress-free. From helping them understand current market value, to preparing their home for sale, coordinating moves, and finding their ideal next living situation – whether that’s a smaller home, condo, or even a different city – we handle the heavy lifting. This frees up their time and mental energy, allowing them to focus on enjoying their retirement. We also help explore financing options like reverse mortgages or bridge loans if needed, ensuring they unlock equity wisely.
• For your practice: By partnering with us, you enhance your value proposition as a comprehensive advisor. You become the 'go-to' resource for not just wealth management, but for critical life transitions like downsizing. It strengthens your client relationships, reduces their stress, and streamlines their overall financial planning, as resolving their housing situation often frees up capital or reduces expenses that impact their financial plan." [PAUSE]

"Think of us as an extension of your team, a trusted resource for that critical property component of their retirement plan. Our goal is to ensure their property assets work synergistically with their financial plan." [PAUSE]

"Does this sound like something that could be beneficial for your clients?" [LISTEN]

Handling Objections

1. "I need to think about it." "Absolutely, I completely understand. It's a significant decision. To help you think it through, what specific questions or concerns are coming to mind right now? [PAUSE] Perhaps I could send you a brief overview of our specialized downsizer services and a few case studies so you have something tangible to review? We could then schedule a quick 15-minute follow-up to discuss your thoughts, say, next Tuesday or Wednesday?"

2. "My clients handle their property transactions independently, I don't charge them a fee for this service." (Reframing "The price/rate is too high" for a referral context) "That's a fair point, and I want to be clear: we don't charge you anything. My team's compensation comes from the client in the traditional real estate and/or mortgage transaction, just like any other agent or loan officer. The value for you, the financial planner, is in the peace of mind and the enhanced service you're providing your clients by connecting them with a specialist who understands their unique needs during this sensitive life stage. It strengthens your client relationships and positions you as an even more comprehensive advisor."

3. "I'm working with someone else already." "I appreciate you sharing that. Building trusted relationships is key. Many financial planners actually work with multiple real estate or mortgage professionals, especially when they need specialized expertise. Our unique focus on downsizers and our concierge-level service often fills a specific niche that general practitioners might not cover as deeply. Perhaps we could still connect occasionally? Even if we’re not the primary resource, it’s always good to have a specialized backup or a complementary option for those unique client situations."

4. "I'm not ready yet / My clients aren't asking for this right now." "That's perfectly fine. Not every client will be ready at the same time. However, many clients don't even realize they need this type of specialized help until they're deep into the process and feeling overwhelmed. Our goal is to be a proactive resource for you, so when that conversation comes up with a client – whether it's next week or next year – you have a ready-made solution. I’d love to simply be a resource for you in the meantime, perhaps by sharing some educational content on downsizing that you could even pass along to your clients if you wish?"

Closing Sequence

"Based on our conversation, I truly believe there's a valuable synergy here that could significantly benefit both your clients and your practice." [PAUSE]

"Would you be open to a brief, 20-minute follow-up meeting where I could walk you through a specific example or case study of how we've helped a financial planner's client successfully downsize?"

"What's the best day and time for us to connect next week, perhaps Tuesday afternoon or Wednesday morning?"

Follow-up Strategy

Send a concise email within 24 hours of the call, reiterating the value proposition, attaching any discussed resources (e.g., a service overview, case study), and confirming the next steps. Continue to add value by sharing relevant market insights, articles on downsizing, or invitations to educational webinars targeted at seniors, positioning yourself as a helpful resource even before a direct referral occurs.

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Author: Edi Shek (NMLS# 216981)

Action motivates action. Don't wait for the perfect moment – make the moment perfect by taking this script and making your first call today!