“I help people come up with ideas on who they could refer to me.” - Mike Morris
I want to show you guys how I go about getting referrals. The first thing I do is pull up my website. I'm going to show it to you. So, this is how you generate referrals. This is the science behind it.
I said, "Okay, cool. You just signed. (You just signed to get sold with me). Hey, can you take and enter your information right here, so I can get your email and get you into the system?" Reasonable request, right, since they just bought from me?
So, as soon as they enter in their info, it comes over to here (a different page of the website) and this is okay. You're going to get emails from Assel or Mike (Step 1) and then Step 2, it points out that I've paid $64,923 dollars in referral commissions to customers.
I'm like, I can give it to Facebook or I can give it to you. I'll tell you what, I'll just straight up bribe you. And then I scroll down and I show these pictures (of giving money to previous customers). Then I tell the story. “Do you know what would be cool? I ought to bring you a briefcase with cash…” And then I brought the briefcase to him. This guy right here, he bought two solar systems from me. He bought one for this house, then six months later, he moved and had me put one on his other house. That's pretty sweet. He loved it.
But I'm like, I've given out $64,000 or whatever in referral commissions. I usually just bring my briefcase full of cash and I pay you. I'd rather pay you than pay Mark Zuckerberg on Facebook. I mean, I'll just admit it. I just tell him, I'll straight up bribe you. I said, so here's what we need. I take my book. So you see that? This is me setting the stage. As soon as the stage is set, because I showed him a way with my website, I took him into social proof, then what I frequently do is go into Venmo. In fact, each one of you could probably just find me on Venmo and see that the last one I paid out was Bryce Johnson. I paid him 400 bucks in referral commissions. I forgot to put it in the notes, so I put it down on the comment.
Every time I do this, I put a note and I track it so that somebody can go through all my Venmo's and they can see money, money, money, and they can see how I built up to the $64,000. I do that so I can say, "Dude, that ain't a lie." I used to always do it with cash, but then when COVID hit, I couldn't get cash from the banks any more. I kept the cash in the briefcase because it was cool, but then I started paying through Venmo.
People are like, "Oh, cool." And I'm like, "So here's what I need from you." Now that I've social “proofed” them, gave them the evidence, then I get my book out and I fan it out like this. This is how I did it. This is how I gave away 64 ,000. So I fan it out, and I say, "So what I need from you are 10 names." Just like that. And then I go into this thing right here, 'cause they're like, "Oh, I can't think of 10 names.” "Oh, okay." Well, I pull up my app on my phone. phone. I'm like, "So -and -so lives next door. Is that a good referral?" “Oh, yeah.” And then I'm like, "Okay."
I literally pull up the Utah County app. I click on Houses. And then I ask, "You got any friends? You got anybody at church? Anybody you work with, any of your neighbors?" And I help people come up with ideas on who they could refer to me.
Then they punch out this list right here. And I'm like, "Okay, cool." Then I go out there and I hustle it. It's like anything else I have to set up. I have to set the stage and, first, get them to opt in, then I show them customers with the money I gave them for more proof.
I show them my book, I show them my Venmo, then I push them for referrals. So you wonder why I can close neighborhoods, why I can do this? It’s because I do that. Does that make sense? You have the science mind, you only have to create the website. All you need is Mike to send you this link and when they go through it, they get it. So when you're sitting down with your closer, this is what you do. Why I show this to you is because I went and closed deals for you guys. I would close the deals and then get the referrals written down here. I would tell you to take a picture of that page or I take a picture of it and get them.
Okay, go get those referrals, go get them on the books. As soon as you get these things on the books, a Chunk of these guys will buy, then we're going to do it again. We just rinse and repeat. Once I get you inside the referral loop, then we just start accelerating your income. boom boom boom boom boom boom, boom, boom. That's one of the frameworks I use.
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