Referral Requests to past clients for families seeking multi-generational homes

Introduction

As a real estate and mortgage professional, nurturing your past client relationships is paramount. This script is designed to help you reach out to clients you've successfully helped in the past, leveraging your established trust to identify families in their network who could benefit from your specialized expertise in multi-generational housing solutions. This isn't just a call for leads; it's an opportunity to extend your value and help families navigate a unique and growing housing need.

Opening Lines

"Hi [Client Name], it's Edi Shek here from [Your Company Name]. How are you doing today? [PAUSE]

That's great to hear! I was just thinking about you and wanted to check in. It’s been a little while since we helped you with your home at [Client's Old Address], and I hope everything is still going wonderfully there. [PAUSE]

[LISTEN] Fantastic! I'm glad to hear that. The reason for my call today, beyond just saying hello, is that I've noticed a significant trend in the market right now, and I immediately thought of you as someone who might know families in a specific situation."

Main Script Body

"We’re seeing a real surge in families looking for multi-generational housing solutions. You know, situations where adult children might be looking to pool resources with their parents, or perhaps parents want to live closer to their kids and grandkids for support and connection. This often means finding homes with separate living spaces, accessory dwelling units, or even multiple units on one property. [PAUSE]

It's a unique challenge because it requires a specific understanding of both real estate options and the financial strategies involved – like how to structure financing when multiple family members are contributing. Our team has developed particular expertise in navigating these complex scenarios, ensuring that everyone's needs are met, and the process is as smooth as possible. We help families not just find a house, but a true multi-generational home that works for everyone involved. [PAUSE]

Because we’ve built such a trusted relationship, and you know how we operate, I was hoping you might know someone in your family or friend circle who could be exploring this idea. Perhaps a friend whose parents are looking to downsize but stay close, or a colleague who's talking about pooling resources with their siblings to help their aging parents. [PAUSE]

We handle these situations with a lot of care, focusing on the family's overall well-being and long-term goals. If you happen to think of anyone who might be considering this kind of move, even if they're just starting to think about it, I'd be incredibly grateful if you'd pass my name along, or even better, if you'd feel comfortable making a warm introduction. [PAUSE]

We can offer them a no-obligation consultation to simply discuss their options and see if our specialized approach is a good fit. My goal is simply to be a helpful resource and guide them through what can be a very emotional and financially significant decision. What are your initial thoughts on that? [LISTEN]"

Handling Objections

1. "I need to think about it." "Absolutely, take your time. This isn't an urgent request, just an observation about a growing need. What I can do is send you a brief email outlining the kind of multi-generational scenarios we specialize in, and maybe a success story or two. That way, if anyone comes to mind in the future, you'll have my information readily available. How does that sound? [PAUSE] Great, I'll send that over now and touch base in a few weeks."

2. "The price/rate is too high (for these types of homes/loans)." "I completely understand that concern. Multi-generational homes often require specific features, and the market can feel challenging. However, our expertise lies in finding creative solutions and leveraging various financial strategies. We often help families combine resources effectively, explore different loan products specifically designed for these situations, or identify properties with expansion potential that might be more affordable initially. We don't just find a house; we help structure the financial plan to make it feasible and sustainable. Our initial consultation focuses on understanding their specific budget and goals, then presenting tailored options they might not even know exist. So, even if they have budget concerns, we can likely provide valuable insights."

3. "I'm working with someone else." "I appreciate you letting me know, and I always respect existing relationships. My request isn't about your current needs, but rather about families in your network who might be facing the unique challenges of multi-generational living. If you know anyone struggling to find the right property or financial solution for their combined family, that's where my specialized experience truly shines. There's no obligation for them to switch, just an offer for a specialized consultation to explore unique options for this specific kind of housing need."

4. "I'm not ready yet (to refer someone)." "No worries at all, I completely get it. It's a very specific need, and you might not know someone right off the bat. The idea is simply to keep us in mind. We're consistently seeing more and more families explore this path, and if you ever hear someone mention combining households or needing space for multiple generations, remember us. Our goal is to be a resource for these families. If something comes up months down the line, feel free to reach out. I'll still send you that email summary, just so you have it handy."

Closing Sequence

"Thanks so much for taking the time to chat with me today, [Client Name]. It truly means a lot. I'll get that email out to you right away with some more details.

Please don't hesitate to reach out if anything changes on your end, or if that perfect referral comes to mind. We're here to help the families in your life, just like we helped you.

Have a wonderful rest of your day!"

Follow-up Strategy

Send the promised email within one hour, reiterating key points about multi-generational housing solutions and your expertise. Follow up with a personalized call or text in two to three weeks, gently checking in and offering to provide any market updates relevant to their home or investment goals. This adds value beyond just the referral request.

🎬 Helping families find their perfect multi-generational home is incredibly rewarding. Don't wait; make that call today and expand your reach by serving a growing and often underserved market segment.