WEEK 8: FOLLOW-UP Mastery

Are we ahead or behind? Set up monthly one-to-one 100-Touch Challenge Production Month #2 Are we ahead or behind? Set up monthly one-to-one 100-Touch Challenge

Discipline: The suppression of base desires (self-restraint & Control) Long Obedience in the same Direction. Consistency: Always acting or behaving in the same way. Follow-Through: To press on in an activity or process, especially to a conclusion.

I. purpose? ADHD World Object Impermanence Current of the Urgent Rekindle Chemistry Stay Top-of-Mind

Fortune is in the follow-up Truly believe MILLIONS of dollars are lost due to poor follow-up and follow-through EVERY salesperson needs a CRM System?

Follow-UP Purpose: A touch with value that articulates how you solve problems better than anyone through your unique abilities.

Fight club mindset Pick and choose (buyer vs. seller) Clear filter (opportunity filter) High Touch/High Frequency Fight to EARN their business Stop apologizing

Why Poor Follow-up Run out of interesting things to say (Person of Interest) Do not have a consistent system and aren’t disciplined Lack of confidence and don’t want to be a “nuisance”

100-Touch Challenge Get into a flow state Overcome Call Reluctance/Creative Avoidance Get your mind ready for what your body is about to do

II. Lead Gen Follow-Up Speed to Lead Over half use the first person they talk to (67%) 5-minute rule (9X more likely to close) 3-Types of Leads Referral = When (name) says follow-up I follow-up Incoming Demand = You called for a reason Self-Lead Gen = Business chemistry and shared beliefs (filter)

First Meeting outcomes Needs/Wants (pain vs. potential) Missing Structures Shared Beliefs (opportunity filter) Human Connection (Business Chemistry) Call-to-Action (set what’s next)

Soft Touches: Reason to contact a suspect, prospect, client, advocate based on something that triggers you to think about them.

Soft Touches & Triggers Types of Triggers: Customer Service Environmental Social Identity Showcase Connector

10-Touches Email - First meeting summary Content - Expert Content specific to them Trigger - Soft touch Proof of Concept - Helped others just like you (testimonials) Formal Meeting - Rekindle chemistry and ask for business Social Consensus - Bring in the big dogs (top-25) Challenger - What’s really stopping us? Move On? - Move on or keep going (filter) Repeat - Pick top strategy