ALL PRIMARY REFERRAL SCRIPTS

ACCOUNTANT

Dear (NAME)
It was a pleasure to speak with you. I wanted to follow up because of the fact that you own multiple properties. I always want to be a valuable resource for you. How is your relationship with your real estate agent who specializes in investment property?  
I just want to make sure you have the best services available. 

Hi (Client's name), 
I just wanted to touch base to let you know about a corporate benefit we have. 
Would it be possible to put us in touch with a decision-maker at your company (the owner, CEO, or human resource manager) who will allow my group to come in to discuss the financial benefits of {service you are providing the client) ,we will give you (provide some value, such as a closing costs discount). 
Keep in mind that it is not necessary for your entire company to attend the workshop. You will receive (provide some value, such as a closing cost discounts) The workshop can take place at your place of business or at our offices. 
We call it a "Lunch & Learn" because we provide lunch for all who attend. Anyone who closes a loan with us from your company will also receive (provide some value, such as a closing costs discounts). 
I’d like to discuss this with you. When would be a good time to speak, and what number can I reach you at? 
Thank you so much for the opportunity to work with you.

Hi (Client's name), 
It was a pleasure speaking with you. I wanted to follow up because I thought it would be advantageous to consider (__________) 
How is your relationship with your Financial Advisor who specializes in ( ______)? 
This is very important and definitely something we should address as soon as possible. 

Dear (Client name), 
It was a pleasure to speak with you. I wanted to follow up because I thought it would be advantageous to consider purchasing a property in the near future. The tax and financial benefits are excellent. How is your relationship with your real estate agent who specializes in first time home buyers? I think this is something we may want to address to at least be prepared for the future. Please let me know.

ALL PROFESSIONALS

Hi (Client's name), 
It was a pleasure speaking with you. I wanted to follow up because I thought it would be advantageous 
to consider (__________ )
How is your relationship with your Financial Advisor who specializes in  (______)? 
This is very important and definitely something we should address as soon as possible. 

Hi (Client's name), 
How are you? I really value our relationship and want to be a valuable resource for you. Because I am so active in the market, I come across some really great professionals like (Core7 partner's name and profession). 
Please let me know if I can make an introduction. I think it will be an important benefit to you. 
PS- There’s no obligation. I just want to make sure I am always providing value for you. 

Dear (Client), 
How are you? 
Mortgage rates have staged a nice rally recently. There may be an opportunity to refinance and save some money. Many times this can be done with NO COST. Please let me know if you are interested in this timely opportunity, and I will refer you to my Core7 Mortgage Originator who specializes in Mortgage Management. 
 
Thank you 

Dear (__________), 
 
This is specifically for my clients who are business owners. Accounting and preparing Tax Returns for Business owners is very different than it is for individuals, as there are many details and opportunities that exist. 
How is your relationship with your accountant who specializes in working with business owners? 
Please let me know if I can make the introduction to an expert on my team?

ESTATE PLANNING ATTORNEY

Hi (Client's name), 
I hope you are doing well. 
I always want to make sure I stay on top of your financial situation, and with the changes going on in your life and financial strategy. There may be an opportunity to (save you money/update your Estate Documents/manage the value of your home). 
I would like to set up a five-minute phone conversation with you. I promise it won't go any longer, unless you want more information. When would be a good time to speak?

Hi (Client's name), 
 
I just wanted to touch base to let you know about a corporate benefit we have. 
Would it be possible to put us in touch with a decision-maker at your company (the owner, CEO, or human resource manager) who will allow my group to come in to discuss the financial benefits of {service you ore providing the client), we will give you (provide some value, such as a closing costs discount). 
Keep in mind that it is not necessary for your entire company to attend the workshop. You will receive (provide some value, such as a closing costs discounts) The workshop can take place at your place of business or at our offices. 
We call it a "Lunch & Learn" because we provide lunch for all who attend. Anyone who closes a loan with us from your company will also receive (provide some value, such as a closing costs discounts). 
I’d like to discuss this with you. When would be a good time to speak, and what number can I reach you at? 
 
Thank you so much for the opportunity to work with you. 
 

Dear (NAME),
It was a pleasure to speak with you. I wanted to follow up with you because there are many tax and financial considerations involved in an estate plan. How is your relationship with your financial advisor who specializes in estate planning? This is a very important aspect that we should address as soon as possible.

Hi (Client's name), 
It was a pleasure speaking with you earlier. I wanted to reconnect on something I feel is very important. 
It's always valuable to calculate your net worth accurately. This includes knowing the exact value of your home, as this can fluctuate sometimes even more than other assets. 
How is your relationship with your Real Estate Agent who specializes in equity assessments? 
 
(IF NO RELATIONSHIP) 
 
I’d like to make the introduction to the agent on my team. There is no obligation. He/She will just need a few minutes on the phone with you, and will be able to provide us with a report with a property value that reflects the current market.

MORTGAGE ORIGINATOR

Hi (Borrower), 
It has been a while since we have last spoke, I hope you are doing well. 
My goal is to always be a valuable resource for you. I was reviewing your Mortgage Planning Analysis and I noticed you don't have a financial advisor. I think it is so important to have one, and it's critical to your financial well being. 
I'd like to make the introduction to the advisor on my team, I think it would make a lot of sense. Would you mind if I made the introduction? 
Again, there is no obligation, but I feel it would be time well spent. 
Thank you,

Hi (Borrower), 
It was great speaking with you! 
At this point in the process I always recommend that all my clients touch base with the financial advisor on my team who will do a full, no obligation cash-flow analysis. I think it would make a lot of sense. Would you mind if I made the introduction? 
Again, there is no obligation, but I feel it would be time well spent.

Hi {Client's name), 
Congratulations on the closing of your home. It is probably your largest investment to date. The purchase of a home can trigger many other financial ramifications. I would like to make the introduction to the Advisor on my team, he will be a valuable resource for you on this. 
Would that be okay? I feel it would be time well spent.

(Borrower), 
 
While you are going through the refinance process, it is a good time to review your  Home Owner's Insurance for potential opportunities to save money. **  
If you need a referral, please consider contacting our valued insurance partner, (AGENT NAME  at: 
AGENT NAME)   
 
It's likely that you already have a home owner's insurance policy in place, but when was the last time you had your coverage checked? And, when was the last time you compared the premiums you pay to the current market? (AGENT NAME) will be happy to look over your current policy to make sure it's appropriate for your property, and to see if there are any cost-saving opportunities you may be missing. 
We've worked with (AGENT NAME)   for many years now, and he does a fantastic job for all of our clients. (AGENT NAME)   has been cc'd on this email, and will be in touch shortly by email to see if he can be of service to you. 
Please let us know if you have any questions or require additional information regarding insurance issues. 
Best Regards, 
** If you're refinancing a condominium, the master condominium policy- which we will obtain- may require you to have a personal condominium insurance policy in place at closing. We will let you know if it is required once the policy is reviewed. 

(Borrower), 
At this point in the loan process you should be shopping for Home Owner's Insurance.***** 
If you need a referral, please consider contacting our valued insurance partner, (INSURANCE AGENT NAME at): 
 
We've worked with (AGENT NAME) for many years now, and he does a fantastic job for all of our clients. (AGENT NAME) has been cc'd on this email, and will be in touch shortly by email to see if he can be of service to you. 
Please let us know if you have any questions or require additional information regarding insurance issues. 
Best Regards, 
** If you're purchasing a condominium, the master condominium policy- which we will obtain- may require you to have a personal condominium insurance policy in place at closing. We will let you know if it is required once the policy is reviewed. ***  
 If you are refinancing a single family home, it's likely that you already have a home owner's insurance policy in place, but when was the last time you had your coverage checked? And, when was the last time you compared the premiums you pay to the current market?  (AGENT NAME) will be happy to look over your current policy to make sure it's appropriate for your property, and to see if there are any cost-saving opportunities you may be missing. 
 
 
 Hi (NAME), 
The market has been in our favor for rates and we are in a good position to save you some money with a lower interest rate….and I will pay all of your closing costs! 
 
All you would need to do is set up a new escrow account for taxes and insurance.  That is about 3-4 months of tax and insurance cost that you would pay at the closing.  A few weeks after we close, you would be reimbursed your current escrow account…so that money is a wash.  Also, we have to pay off your loan.  That is basically the interest due on you upcoming mortgage payment.  You wouldn’t have a new payment the first of the month after we close as your first payment due would be the month there after.  So that is a wash too since the money is basically coming from your budgeted payment.   
 
I like to call this free money. 
 
Let me know if you want me to dig in more and I can drill down to specifics. 
 
Talk soon. NAME

Hi (Client's name), 
Congratulations! There is one more thing we should discuss that I think is extremely important. Now that you've closed, your loan information becomes public record, so you are going to get bombarded with Mortgage Protection Insurance solicitations. 
We feel that it is very important that you speak with a reliable, reputable advisor on this. I'd like to make the introduction to someone that we know and trust. They will be a valuable resource to you, and it will be time well spent. Would that be okay?

Dear (NAME), 
How are you? I hope you are doing well. 
I always want to make sure I stay on top of your financial situation, and with the changes going on in the world, there may be an opportunity to save money. 
I would like to set up a five minute phone conversation with you ( I promise it will not be longer than 5 minutes unless you want more information). When would be a good time to speak? 
Sincerely,

FINANCIAL ADVISOR

Dear (__________), 
It was a pleasure to speak with you. I wanted to follow up because I thought it would be advantageous to consider reviewing your estate plan. I'd like to introduce you to the estate planner on my team, would that be okay? 
This is a very important aspect in your financial plan, and I want to make sure that I am a valuable resource for you.

Dear (__________), 
It was a pleasure to speak with you. I wanted to follow up because of the fact that you own multiple properties. I always want to make sure I am always a valuable resource for you. How is your relationship with your real estate agent who specializes in investment property?  
I just want to make sure you have the best services available.

Hi (Client's name), 
It was a pleasure speaking with you earlier. I wanted to reconnect on something I feel is very important. 
It's always valuable to accurately calculate your net worth. This includes knowing the exact value of your home, as your home value can fluctuate sometimes even more than other assets. 
How is your relationship with your Real Estate Agent who specializes in equity assessments?

Hi (Client's name), 
It was a pleasure to speak with you. I wanted to follow up because I thought it would be advantageous to consider purchasing a property in the near future. The tax and financial benefits are excellent. How is your relationship with your Real Estate Agent who specializes in working with first time home buyers?

Hi (Client's name), 
 
I just wanted to touch base to let you know about a corporate benefit we have. 
Would it be possible to put us in touch with a decision-maker at your company (the owner, CEO, or human resource manager) who will allow my group to come in to discuss the financial benefits of {service you ore providing the client), we will give you (provide some value, such as a closing costs discount). 
Keep in mind that it is not necessary for your entire company to attend the workshop. You will receive (provide some value, such as a closing costs discounts) The workshop can take place at your place of business or at our offices. 
We call it a "Lunch & Learn" because we provide lunch for all who attend. Anyone who closes a loan with us from your company will also receive (provide some value, such as a closing costs discounts). 
I’d like to discuss this with you. When would be a good time to speak, and what number can I reach you at? 
 
Thank you so much for the opportunity to work with you. 

P&C INSURANCE AGENT

Hi (Client's name), 
It was a pleasure to speak with you. I hope you don't mind me bringing this up, but I always want you to consider me a valuable resource and have a team you can trust working for you. A recent study showed that 75% of people who purchase a new car typically buy a new home within two years. 
How is your relationship with your Real Estate Agent who specializes in first time home buyers?  
(wait for response) 
I'd love to make the introduction to the Realtor on my team if you would find that valuable. Please let me know

Hi (Client's name), 
It was a pleasure speaking with you earlier. I wanted to reconnect on something I feel is very important. 
It's always valuable to accurately calculate your net worth. This includes knowing the exact value of your home, as Real Estate can fluctuate as much and sometimes even more than other assets. 
How is your relationship with your Real Estate Agent who specializes in equity assessments?

Hi (Client's name), 
Your insurance is up for renewal. Please give me a call if you have any questions. It always makes sense to review all of your insurances together. How is your relationship with your financial advisor who specializes in insurance?

Hi (CLIENT NAME), 
The reason I am reaching out is because in reviewing your current coverages, I noticed that your cars and home are insured with us, but we don't have an umbrella liability policy set up with you. I want to schedule a short meeting/call with you to review your current situation and identify any coverage gaps that could create a risk for you and your family. How about we talk on Thursday morning at 11 a.m.? 
Sincerely, 
(YOUR NAME)

Hi (Client's name), 
I wanted to follow up after our earlier conversation to let you know about an Umbrella Policy that will protect your property from lawsuits. I apologize for not mentioning it earlier in the process. I value you as a client and want to make sure I am being a valuable resource for you. 
Let me know when would be a good time to discuss this? 
Also, how is your relationship with your Financial Advisor? It is important to review your policies together to make sure they are properly aligned.

REAL ESTATE ATTORNEY/ESCROW OFFICER

Hi (Client),
Congratulations again on your recent closing! Great to see you and the unit a few weeks ago! We really appreciated the opportunity to work with you and hope you are happy in your new home {hopefully the tile floor is ok) 
Would you do me a favor? We have recently started doing "Real Estate Lunch & Learns," at companies. 
We bring lunch, and educate people about various topics in the real estate market. Typically we go through HR who facilitates us getting in and letting people know about the event. What we found is it's a great way, in a casual setting (+ lunch}, for people to get information on the market and what's happening. We have a short presentation and then typically open it up for Q&A. Usually about 10-15 people attend. I have also taught some of these subjects for Brookline Adult Education. Recent topics included: 
Current State of Real Estate Market 
Start up for First time real estate investor 
How credit score can affect mortgages 
What's happening in the mortgage market 
Selling and Buying is today's Real Estate market 
How to buy your first home 
Integrating Real Estate into your overall financial plan 
Do you think that might be something that your company would be interested in? If so, can you connect us with the appropriate person who could set that up? 
Thanks again-

Hi (Client's name), 
It was a pleasure speaking with you. I wanted to follow up because I thought it would be advantageous 
to consider (__________) 
How is your relationship with your Financial Advisor who specializes in ( ______)? 
This is very important and definitely something we should address as soon as possible.

Hi (Client's name). 
We've come to the close of your loan. Thanks again for working with us! 
Your lender may have already mentioned this to you but you've saved some significant money on this refinance, and I want to make sure you do the right thing with the savings. It may be time well spent to speak with  a Financial Advisor, so you can discuss how to maximize those savings. I want to make sure you are capitalizing on every opportunity.  
How is your relationship with your Financial advisor? 
 

Dear (borrower}, 
Your Realtor or Lender may have already introduced you to a Property & Casualty Insurance Agent. If not, that is something to address as soon as possible, and I'd like to recommend that you discuss an Umbrella Policy also. 
Would it be ok if I made the introduction to someone I trust?

Hi (Client's name), 
Congratulations! There is one more thing we should discuss that I think is extremely important. Now that you've closed, your loan information becomes public record, so you are probably going to get bombarded with Mortgage Protection Insurance solicitations. 
We feel that it is very important that you speak with a reliable, reputable advisor on this. I'd like to have someone that we know and trust give you a call. They will be a valuable resource to you, and it will be time well spent.  
Would that be okay?

Hi {Client's name), 
Congratulations on the closing of your home. It is probably your largest investment to date. Your Lender or Realtor may have mentioned this to you already, but the purchase of a home can trigger many other financial ramifications. I would like to make the introduction to the Advisor on my team, he will be a valuable resource for you on this. 
Would that be okay? I feel it would be time well spent.