In a recent podcast, Tom Ferry interviewed Byron Lazine on how to generate listings using the old-school technique called “circle prospecting.”
It’s setting the most listing appointments for us right now, and it’s super simple.
Byron’s script with a potential client goes something like this:
I’m working with dozens of buyers right now who are super interested in your neighborhood.
Do you know if any of your neighbors or friends are thinking about selling in the coming weeks so I could introduce them to my buyers?
This script is effective because it gives the prospect a subtle way to raise their own hand, but it also invites them to share additional information about others in their network.
The same technique can be used for recruiting, and it may be even more effective.
For example, let’s suppose you’re talking with an agent who recently had a co-op transaction with one of your top agents. At some point in the conversation, insert this phrase:
You just got a taste of what it’s like to work with one of our professionals.
Do you happen to know anyone in your network who’s thinking of making a change or would benefit from working with a team like ours?
If you have good professional relationships and a great reputation, even your competitor’s agents can be a source of referrals.
