What Are You Saying About Me?

It happened every single time.

He would send someone my way, and they would call me.

Even if another broker had already pre-approved them.

Eventually, I asked him straight out:

“What are you saying about me?”

He told me.

“You know how in school there’s always a test? Scott has all the answers on the test. Whatever you need, he’ll figure it out. Even if you talk to someone else, talk to Scott.”

That was the whole pitch.

And it was working better than anything I was saying about myself.

So I did two things.

I started using a version of it when I talked to clients.

And I started teaching my other referral partners to say something similar.

I think most of us spend a lot of time thinking about what we say about ourselves.

The bio.

The website.

The first five minutes of a discovery call.

We spend a lot less time asking what is already working when someone else says it for us.

That matters because the first sale in this business is often the referral source.

If they know exactly how to position you, the next conversation gets a lot easier.

So try this.

Pick the referral partner who sends you your best clients.

Ask them:

“When you refer someone to me, what do you actually say?”

Then write it down.

You may find your best sales pitch is already being used.

Just not by you.