How To Prepare Clients For Problems BEFORE They Occur (and come out looking like their hero) | By Referral Only - Joe Stumpf's By Referral Only

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How To Prepare Clients For Problems BEFORE They Occur (and come out looking like their hero) | By Referral Only

We all know that there’s an almost endless amount of problems that can occur during a Real Estate Transaction. What if there was a way to prepare or “pre-frame” your client so that when and if issues arise they are ready to tackle, handle, and accept them without overreacting.

Sounds like the impossible… but when done correctly and using a tool like the By Referral Only Turbulence Letter… it IS possible.

The Way To Prepare Clients For What Might Happen

When you meet with a client for the Initial Consultation you should have a clear path to Pre-Frame them for the possibilities and processes that are ahead. When you properly prepare them for what may arise you set expectations, head off future stresses, and show them that you have their back through this whole process.

At By Referral Only we provide our members with in-depth training and documents that you can use to ensure all the bases are covered. Part of this is the “What I Do For You” Script, Turbulence Letter, and  88 Types of Turbulence List. These tools make it easy to guide your clients through what we all know can be a very volatile process.

Listen and watch how member Jan Cotton uses these tools to ease clients during the transaction process:

Step 1: Create a document that sets expectations and details what’s ahead. Make sure to remind your clients that there may be turbulence during the transaction and demonstrate a commitment to world-class service during the transaction.

How To Best Utilize This Pre-Framing Approach

Step 1: Have a well-thought-out Initial Consultation Presentation and utilize a written handout that sets expectations and prepares clients for what can arise. This does a number of things: 

  • Helps clients stay calm and focused by reminding them that turbulence is a normal part of the buying, selling, and borrowing process.
  • Encourages clients to look to you for leadership in the event of turbulence.
  • Exhibits consultant behavior, making you more referable.

Step 2: Have the client put this “Turbulence” document on their fridge so that when any issue arises you know they have the document handy.

Step 3: Ask the client to circle the issue at hand on their sheet and explain the situation and what you will be doing to work through this issue.

When you set expectations from the very start, you eliminate surprises and set the client up to have a mindset that is prepared to seek solutions and not become overwhelmed. You establish trust and your position as their biggest advocate and protector through the process of buying, selling, or borrowing.

Get A Free Copy Of The By Referral Only Turbulence Letter

Get the Entire By Referral Only Initial Consultation Training and this Turbulence Letter, and the accompanying 88 Types of Turbulence List when you take a free 30-day trial of By Referral Only Membership. Come behind the scenes and see how we lead Agents and Lenders to achieve new levels of success through powerful tools, trainings, resources, and AUTOMATED marketing systems that make it easy to connect with prospects and your sphere in new and interesting ways.

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