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Hector_LaMarque_-_Prospecting_-_02_Referral___Cold_Market_Prospecting
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The speaker shares a prospecting script they used to find potential recruits for their business. They would ask satisfied clients for referrals and describe the kind of motivated and ambitious people they were looking for. They would then reach out to those referrals, mentioning the mutual connection and expressing interest in meeting to discuss opportunities. They would set appointments to present their business and recruit interested individuals. Another method they used was casually mentioning their business and criteria to people they met, seeking potential referrals. They would arrange meetings to further explain their business and potentially gain referrals. So I'm gonna tell you a little prospecting script that I used to do when I met people, or when I got a referral from somebody about the business. So for example, one of the things that would happen is I might get a prospecting tip, somebody would say, hey, you should call my brother or sister, you should call my buddy here or whatever, I'd call them up. And or I would ask people for referrals. And one of the most common ways I would get referrals, I would be sitting with a family and maybe I wasn't able to recruit them for whatever reason, they weren't interested in doing this at all, or they didn't wanna do it, it didn't matter, but they were very happy clients, they were really happy with what I did for them, they were excited about their plan and that they're gonna be debt free and financially independent. And so I'd ask them, I'd say, listen, I'm always looking to expand on this, I know the timing may not be right for you right now, but I'm really looking for some good people. Let me tell you the kind of people I'm looking for. I'm looking for people that are motivated and ambitious, that have pretty good people skills, that have strong work ethic, and really who wanna do a lot better financially they're doing right now, and maybe have the desire to own their own business. People that are pretty sharp. Who do you know that's like that Bill and Sue? And then they would give me the names, they may give me a name like, I have this friend Rick Susie, very motivated guy, I think you'd be great at this. So then what I would do, how I prospected for these people, I'd call those people, I'd call Rick up, I'd go, hey, Rick, this is Hector Lamarck, we have a mutual friend in Bill and Sue Smith, you know who they are, right? And you go, yeah, I know who they are. Well, when I was talking to them the other night, I was telling them that I was expanding my business, you know, I happened to be in the financial service, and I told them I was expanding my business, and I was looking for people that were really sharp and really ambitious, people that had good people skills, strong work ethic, and maybe had the desire to own their own business, and the first person they thought of was you. Is that true? Do those, you know, does that fit you? And they would usually go, well, I don't know, yeah, kind of, yeah, I think so. I said, look, I don't know if you're interested or not, at this point, you know, it's kind of exploratory anyways, it doesn't really matter if you are or aren't, I would love to meet with you. If you're everything they said you are, you've got to see what I'm doing, I'd love to share it with you. If it makes sense, and you see something that's exciting, and you want to take advantage, that would be great, and if you're not, that's okay too, maybe you can point me in the direction of somebody. When can we get together, so I can go over what we do, and what the opportunity presents, and maybe how you might fit in, see if there might be a chance for us to work together. When would be a good time for us to meet? And then I would set an appointment, I've got Wednesday and Thursday open this week, or generally, on an appointment like that, what I would try to do is I would try to get them to meet me during the day, if I could, you know, I would really try to meet them during the day, and not take up a night, because a night, I would want to do a full financial needs analysis appointment, can you break free in the afternoon, can you get away for 20 minutes, you know, during work, and then I would go meet with them, and present what I was doing, and my goal at that appointment was to get them to be really interested, and then set an appointment, so I can meet with them, and their partner, their spouse, in their home, and give them a more elaborate presentation, and show them what we're doing, and recruit them. And so that was one of the ways that I prospected. And then even when I met people, every time I met people, I would talk to people, and I would say, listen, you know, if I was at a ball game, I was, you know, my kids were little, they were playing softball, or base, you know, little league baseball, or whatever, and I might meet a parent, and we're sitting in the bleachers, and you start talking, and I'd say, hey, my name's Hector Lamarque, what's your name, that's my son, Dak, blah, blah, blah, you start talking, and then I would just say stuff like, you know, hey, you know, have you guys lived in the area very long, and they'd say yes. I said, look, you know, I'm really expanding my business right now, and I'm looking for some, you know, some sharp people. Do you mind if I kind of told you what I'm looking for? Maybe you might know somebody that might fit that criteria. You know, I'm looking for somebody that's, you know, really ambitious, you know, really sharp, somebody that has good people skills, good work ethic, and somebody that has the desire to, you know, to be their own boss and own their own business at some point, do you know anybody that fits that criteria? Because I'm really in an expansion mode, I'm looking for people so we can open up more offices. Do you know anybody that fits that? And, you know, there's ability to make, you know, six-figure incomes and above, even the potential to make a million dollars more if somebody's really good. Do you know anybody that might fit that criteria? And more often, I go, well, what is it? And they start asking questions, I say, well, why don't we get together, I'll show you who it is. Or they might give me a name, or maybe they didn't give me a name, I said, look, do you mind if I give you a call later, you can think about it, and then I could, you know, follow up with you and see if maybe, if you wouldn't mind, I'd really love to just sit down with you and show you what I'm doing. And then if you're impressed and you like it and feel good about what it is, then you'll feel more comfortable referring people to me. Does that work for you? And then I would get an appointment to meet with them and I would do the same thing and show what we're doing and I would do that. So that's another way of, that's how I used to do it. Real casual, informal, no pressure.
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