1. WEEK 8: FOLLOW-UP Mastery

2. 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

3. 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.

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

5. 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?

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

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

8. 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”

9. 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

10. 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)

11. 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)

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

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

14. 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