A short coaching monologue (YouTube video) in which Julian explains how to earn trust when calling a referral. He advises opening by naming the mutual acquaintance who referred you, using a point of interest to connect (e.g., similar financial situation), introducing yourself briefly, and then explicitly asking for permission to continue—framing yourself as a welcome guest rather than a telemarketer.
When I'm calling a referral, the first thing that I'm going to always do. So they don't think I'm a telemarketer. They don't think I'm some scummy car salesman or some insurance sleaze bag. I'm going to go straight to the point that I'm calling them because their family member asked to, and I'm using a point of interest. Hey. Hey, Susan. I was just giving you a ring because your grandmother asked me to. Becky? Yeah, we were just on the phone, and she said that you might have a couple of questions for me. Questions about what? Oh, I'm sorry. Let me introduce myself. My name is Julian. Yeah, I was giving you a ring because she said that you guys were in a similar financial situation and I might be able to help you guys out. I'm actually helping her out with some of her. You know, with some of her finances. Doesn't matter either way. But I'm always going to ask for permission after I've stated that I've worked with the family member, and I'm a welcome guest, not an unwelcome pest.
