The Ultimate

Script Guide
FOR AGENTS & LENDERS

Quick Scripts
TO GET MORE REFERRALS
+ MORE SALES + MORE COMMISSIONS!
 Discover what top agents and
lenders say differently…

...that allows them to create a consistent stream of referrals

coming into their business each and every week.

If you’re a Real Estate Agent or Lender, this plug-n-play script

guide is for you!

LE ARN T H E EXACT WO RD S THAT TO P P RO D U CE RS

IN OUR I N DUS T RY ARE U S I N G TO DAY.

This is what’s working right now:

Being Personal

Being Authentic

Being Consistent

Being Conversational

Really Listening

© 2019 www.ByReferralOnly.com 1
 Script

1
For Sale By Owner
$250,000 Script

This is a script I wrote for a top agent who was looking for the
most powerful way to open a conversation with a 'For Sale By
Owner' (FSBO). We tested many combinations of words and
landed on this exact script.

You can use this script on the phone, in person, in an email, or as

a voicemail message.

The only outcome you're looking for from this exact script is "how
long they will try it on their own" before they list.

HOW YOU ASK THIS QUESTION IS THE SECRET SAUCE.

When you read the script, you'll notice 2 reframing statements.

1 Don't refer to it as their home, but do call it "their

largest asset."

2 Don't refer to them as selling it on their own, but refer to them

as "representing themselves and TRYING to save money."

© 2019 www.ByReferralOnly.com 2
The word TRY means lots of work with no result. In this script, I
embed the word TRY 7 times. That's the magic!

Before you read it, keep this in mind....

Experience shows that the highest paid agents have language

skills to match their desired income.

You can't make $250,000 a year if you sound like a $35,000 a

year agent.

H ER E I S T H E $ 2 5 0 , 0 00 L A N G UAG E :

"It makes all the sense in the world to TRY and sell your largest
asset on your own.

Actually, research says people who TRY to sell their largest

asset on their own do it for one reason - they are TRYING to
save money.

Yet research also shows that 95% of the people who TRY to
represent themselves in the sale of their largest asset will TRY
it only for a certain period of time. (pause) As a matter of fact,
most people have a predetermined amount of time they will
TRY it and ...

I was curious how long do you feel you are going to TRY before
you consider having full-time professional representation on
behalf of your largest asset?"

© 2019 www.ByReferralOnly.com 3
 Script

2
The “25 Magic Words”
Slam Dunk Script

Anthony Jerome “Spud” Webb is an American retired professional

basketball point guard.

Webb played in the National Basketball Association and is notable

for winning a slam dunk contest despite being one of the shortest
players in NBA history.

This dialogue is short, but it’s a slam dunk!

EAC H T IME YO U TAL K TO S O M EO N E O N THE P HONE

TODAY, E ND BY SAY IN G :

“Isn’t it nice to know that you have a friend in the business that
you can feel comfortable introducing the people you care
about to?”

Now all you need to do is shut up and listen.

© 2019 www.ByReferralOnly.com 4
 Script

3
The Referral Tree
Script

They will be happy you called….

And you’ll be relieved that you called!

Think about a client who has had a big impact on your business.

They may or may not have done a transaction with you, but they
did refer at least one person to you, which resulted in multiple
transactions over time.

So find time today to call that client and share with them what has
occurred on their referral tree.

© 2019 www.ByReferralOnly.com 5
 H AV E FU N WIT H T H IS RE F E RRA L TRE E S C RI P T:

“Hi (First name), I wanted to share with you what has happened
with Tim and Sally since you introduced them to me 7 years ago.

Tim and Sally introduced me to Ken and Sue, who bought their
first home, and they introduced me to Carol who needed help
selling her condo.

Carol introduced me to Kevin and Clair who bought a large ranch

home, and recently they introduced me to Ron and Debbie who
are now in the process of buying their first home.

I share this with you because I want you to know the impact
you’ve had on all of their lives and mine, and for that I’m very
grateful!”

The idea is not to ask for a referral, but to be

thankful for what you’ve already received.

© 2019 www.ByReferralOnly.com 6
 Script

4
The “Don’t Keep Me a Secret”
Script

Sometimes people forget what you do. Don’t let them by

reminding them not to keep you a secret.

TEXT 5 PEOPLE YOU KNOW ONE OF THESE MESSAGES:

“(Hi Name), please don’t keep me a secret, because I imagine you

want the people you care about to get the best advice, don’t you?

Or

“The next time you’re in a conversation with a friend from work,

church, your gym or your country club and they mention that they
are interested in (specific transaction that you can help them with)
please, don’t keep me a secret.”

It really is THAT simple!

© 2019 www.ByReferralOnly.com 7
 Script

5
The Super Simple
Conversation Starter

STOP BY TWO HOMES NEXT TO ANY LISTING YOU

REALLY LIKE. (EVEN IF IT’S NOT YOUR OWN LISTING
OR YOUR COMPANY’S LISTING) AND SAY:

Hi, I am _______ ,and as you know, the home at _______ is for sale.

I was wondering if you had a friend or a family member who might

be interested in living in this area?

Allow the conversation to take it’s natural direction

and respond with an offer to stay in touch with them by email.

© 2019 www.ByReferralOnly.com 8
 Script

6
The “Confidentiality”
Script

“I just want to remind you that when you introduce me to a

friend, family member or neighbor, I will always respect the
confidentiality of our relationship, and I’ll never share anything
about your private business with them.”

I did exactly what the “2 Referrals In 7 Days”

program says, but I got seven referrals! Two
of those have become clients and that’s brought me
$15,000 in commissions (so far).

Plus, thanks to this training, I’m now calling two past clients
a day, which keeps me top-of-mind. I used to dread calling my past
clients, but now I actually enjoy it.

By Referral Only systems have helped me reach my annual goal of 31

transactions and then surpass it by four additional clients.

— COLLEEN OLSON, Scottsdale, AZ

© 2019 www.ByReferralOnly.com 9
 Script

7
The Appreciation
Script

Appreciation is something all of us need and want more of… plus

we always get more of what we appreciate.

STEP 1: PHONE SCRIPT:

Hi Larry, do you have a moment?

It’s been said that a referral is introducing someone you care

about to someone you trust and respect.

I wanted to call you and express my appreciation (again) for

introducing me to Joe and Heather last year.
Thank you again!

Pause, listen and talk about whatever they want…

© 2019 www.ByReferralOnly.com 10
 STEP 2: TEXT SCRIPT:

Follow-up with a text message re-expressing your appreciation

that they trust you enough to introduce you to the people they
care about.

Larry, I enjoyed connecting with you my deepest appreciation for

trusting me to help your friends.

STEP 3: FOLLOW UP WITH A HAND WRITTEN NOTE:

Larry,

I enjoyed connecting with you on the phone today, and again my

deepest appreciation for trusting me to help your friends, Joe
and Heather.

Have an amazing day!

© 2019 www.ByReferralOnly.com 11
This combination of call - text - notecard has proven to be the
most productive sequence of communication because it combine
audible the call, visual the text and kinesthetic the note card.

Our data after measuring over 25,000 calls, text, and notecards
proves every 4 times you complete this sequence you will
generate one new opportunity.

So today call 4 people, follow up with a text then a note card

using our exact language.

Before I discovered By Referral Only, I was a

workaholic, 24/7. I was told that real estate was
7 days a week and you’re never ‘off.’

You answer a call whenever it comes in. But I always

thought there must be a better way.

When I joined BRO, I had a vision of lifelong relationships with my clients,

boundaries in my business, and having a healthy personal life.

Through BRO, I was able to realize all of these things. BRO helped me
figure out “What do I do first?” “What is my next step?” “Which tools
should I implement?”

Additionally, the BRO community is incredibly strong and supportive.

I have the most amazing friendships thanks to BRO.

— JAE WU, Los Angeles, CA

© 2019 www.ByReferralOnly.com 12
 Script

8
The “Missed Opportunity”
Script

With this dialogue, you’ll never miss an opportunity again!

One of the biggest missed opportunities in business occurs when

a person says something like, “My Mom is thinking about moving.”

With this dialogue, you’ll turn every one of those opportunities into
an appointment.

PRACTICE THIS DIALOGUE TODAY:

The client says my (Mom/Dad/Friend) is thinking of moving or

refinancing, and you say:

Would you be comfortable telling your (person) about me?"

© 2019 www.ByReferralOnly.com 13
If they say ‘yes’, you say:

“I know that telling your (person) is the easy part, and I also know
that getting me and your (person) into a conversation is the
hard part.

I’m curious, what do you think is the best way to make sure that
your (person) and I get into a conversation?”

I’m not going to tell you how this dialogue is loaded with “Neuro-
Linguistic Programming” patterns, because if you’ve studied
any NLP you can clearly see the embedded commands (be
comfortable and make sure).

I loved getting started with By Referral Only. I

dove right in, signed up for Boot Camps and put
new systems in place. I generated four buyer leads that
turned into $14,000 in commission, and I still have two
buyers in the pipeline that I’m actively working with.

— RICK PREISINGER, RE/MAX, Trenton, Ontario, Canada

© 2019 www.ByReferralOnly.com 14
 Script

9
The Simple Seed
Script

YOU’LL LOVE THIS SEXY LITTLE PHRASE THAT YOU

CAN USE WHENEVER A PERSON CALLS YOU ON THE
PHONE AND YOU WANT TO PLANT A SWEET LITTLE
REFERRAL SEED JUST BEFORE YOU HANG UP.

“Isn’t it nice to know that the phone number you just called me/
texted me on is the same number you can give to your friends
when they need real estate/ mortgage help?”

You’ll love how easy it is to say this, and you’ll love how
they will respond - have fun with this one!

I challenge you to do it 3 times today.

© 2019 www.ByReferralOnly.com 15
 Script

10
The “I’ve Got Time”
Script

DO YOU HAVE TIME TO HELP MORE PEOPLE?

If you have time to help a few new people either buy a home, sell
a home, or get a loan, then send 5 text messages to people in your
center of influence and use the “I got time message”.

“(First name), just a quick message to remind you that I do have

time to help you or anyone you know and care about!
Thanks, (Your first name)”

When they respond in a positive way, your response is:

“Thanks and I know I can count on you and you know you can
count on me.”

That's it. It’s so simple, but so effective.

© 2019 www.ByReferralOnly.com 16
 Script

11
The “Give What You Want”
Script

Get referrals when you give referrals. It’s a simple mindset.

We get in life what we give. If we want love, we give love. If we

want peace, we give peace. If we want money, we help others
get it. If we want referrals, we refer others.

SEND 3 NOTE CARDS TO PEOPLE IN YOUR DATABASE

AND INTRODUCE THEM TO A BUSINESS YOU ENJOY.
(You could also text this but a card will really stand out and leave a lasting impression.)

(Name), Referring is my way of helping our local businesses that

provide great products and services.

Today while I was at _______, I was thinking about you and how
much you would enjoy ______. Here is the contact info. Let me
know what you think.

(Your name)

© 2019 www.ByReferralOnly.com 17
 Script

12
The “BIG 3 Invitation”
Script

Take one small focused action daily to invite people to introduce

you to the people they care about, express your gratitude to those
whom have trusted you, and acknowledge people in a sincere
way for who they are in the world.

WRITE 3 NOTE CARDS (OR TEXT) TO 3 DIFFERENT

AGENTS WHO HAVE SOLD ONE OF YOUR LISTINGS
IN THE PAST AND THANK THEM AGAIN FOR THEIR
EFFORT ON THE TRANSACTION.

(Name) Today I was reflecting on how grateful I am to you for

the effort you put forth in helping us get the Johnson transaction
closed. Your follow-up and expertise during the transaction made
it a joy to work with you. Thank you! (Your Name)

© 2019 www.ByReferralOnly.com 18
 Script

13
The “Missing Contact Info”
Script

“Hi [Name] - The reason I’m calling is I have a quick question for
you - I’m going through my records and I have your cell phone
number, I’ve got your home phone number, and I’ve got your
email address, but I don’t have your physical mailing address.
What is your mailing address?”

Tell them 3 things that you’ve got and then ask for the one thing
that you need. Even if I only have one thing I could say “I have your
first name, and your last name and your cell phone number but I
don’t have your email address. What is your email address?”

When I was introduced to BRO, I thought, ‘This is

what I’ve been looking for to turn my business
around!’ In a matter of 90 days of using BRO tools,
I went from 5% to 45% referrals. I’ve learned that by
providing an exceptional client experience, my clients are
very happy to refer me.
— SCOTT ASBELL, Orem, UT

© 2019 www.ByReferralOnly.com 19
 Script

14
The Trust
Script

This is how to use "trusting me" in a text message.

TEXT THIS SIMPLE MESSAGE TO 5 CLIENTS WHO HAVE

REFERRED PEOPLE TO YOU IN THE PAST:

"I heard it said that 'a referral is introducing a person you care
about to a person you trust.' Thanks for trusting me."

Appreciation is a powerful vibration and you can

harness it’s power simply by calling on the phone 2 clients
whom have referred people to you in the past and express your
appreciation.

Select two people you have not spoken to in a few months. It’s ok
if you’ve already thanked them in the past to call them again and
express your appreciation.

© 2019 www.ByReferralOnly.com 20
 Script

15
The “Hero”
Script

“When you introduce me to a friend who needs my help, my

#1 goal is make you the hero or make you the star for
referring me.”

One of the first things I did when I joined

membership with By Referral Only was get the
Letter from the Heart, the Referral Reminder postcard
and the newsletter out to the contacts in my database.

And the phone started ringing. In a short time, I had a few

deals in the pipeline.

— JESSE IBANEZ, The Greenhouse Group, San Diego, CA

© 2019 www.ByReferralOnly.com 21
 Script

16
The “I Don’t Know Anyone”
Script

“Thank you for taking the time to think about it. Now that we’ve
talked about it, chances are you’ll notice someone who needs my
help. Would it be ok with you if I check back in 60 to 90 days to
see if you noticed anyone who could use my help?”

“Who is the next person you know that is most likely to be

moving? It could be a friend, family member or maybe a
colleague…I know you know someone… who comes to
mind first?”

© 2019 www.ByReferralOnly.com 22
 WHAT’S NEXT?
It’s Time To Push Past What’s Holding You Back
& Start Seeing REAL GROWTH!
This guide is a tool that can help you get on your way to more referrals. We can show
you exactly how to use it and many other referral-getting, business expanding tools
correctly, step-by-step, and amplify your results.

Allow Me To Give You A One-On-One Business Assessment

& Strategy Session Worth $400... for FREE!
It ALL Starts with one call. There's NO OBLIGATION. NO HARD SELL. No BS.

CLICK HERE TO GET STARTED NOW

I have been teaching and supporting agents and

lenders just like you for over 30 years. The journey to
more leads, a successful business and fulfilling lifestyle all
begins with a first step.

This call is the stepping stone to getting you on the path to

where you truly want to be.

— JOE STUMPF, Founder of By Referral Only

READY TO ACCELERATE YOUR REFERRAL GAME

AND START SEEING MORE CONSISTENCY,
PROGRESS & CASHFLOW? CLICK HERE
 About Joe Stumpf
Joe Stumpf is a well-known real estate teacher,
author, thought leader and coach. He is a leading
authority on getting referrals through relationship
building strategy, and is undeniably one of the
most trusted and recognized names in the
industry. Where others come and go, Joe has
remained the voice and authority of what works in
real estate through every kind of market and every
kind of challenge.

Joe has spent over 30 years touring the country

and teaching his proven, referral gaining
techniques and systems. In 1988 he founded By
Referral Only, a community of agents and lenders
that have access to the tools, systems and strategies to build highly profitable
businesses and more fulfilling lives.

Since founding By Referral Only, Joe has coached and mentored thousands of real
estate and lending professionals and some of the top agents in North America, with
his proven, step-by-step approaches to building a thriving business and achieving
personal growth.

Joe’s personal and professional mission is to be the best in the business at teaching
the principles, providing the systems and modeling the behavior of refer-ability.

He is also the creator and founder of BroVance, an advanced coaching and

accountability program of like-minded By Referral Only members who build their
businesses through accountability and support from each other, ensuring their
progress from stability to success to significance through daily, weekly, monthly and
quarterly personal connections.

Joe and By Referral Only are fueled by philosophy, backed up with systems,
structure and support to allow real estate agents and lenders to become the best
version of themselves. By Referral Only is not only a great way to build a business…
it’s a great way to build a life.

Joe is truly dedicated to helping his community get from where they are, to where
they want to be.

© 2019 www.ByReferralOnly.com 24