3 Authentic Follow-up Tactics for Setting More Appointments | Tomorrow Ferry Podcast Experience

There's a really good chance you're losing more money because you're doing your follow up in a way that actually repels the customer and doesn't bring them in. So today we're going to talk about three things you can do to improve your follow up. Book way more appointments, and ultimately be of service.

So here's the thing. Entrepreneurs, leaders, salespeople, we all want to create consistent, repeatable and scalable ways to grow our business and our income. And we want to do it better, faster and more seamlessly.

Why?

So we can actually enjoy our lives, take vacations and spend the quality time that we want, want with the people that we love. How do we do all this without spending a fortune or running ourselves ragged? That's the big question. And this show is dedicated to the answer.

Hey, so Matthew, in today's day and age, with interest rate volatility, with just some parts of the country in the world with the consumer sentiment, sales cycles have just become longer. People are more accustomed to. Hey, you're ready, let's start. And now it seems like we're celebrating that we followed up with a client for 18 months, two years, three years, four years. But oftentimes what people will say to me is I just, I don't know what to say. If I just am having the same sort of conversation over and over again, is there something I could do that's better and different in month 18 to keep that relationship connected? So when it's time for them to convert, I'm their guy or gal.

I think that the main thing that I would suggest is that you do something that I call giving the gift, which is finding out. Don't worry about the real estate part because the real estate part is gonna, it's, it's assumed.

Yes.

How can I make a difference for this person? So I want to know like, what are you excited about this year? What do you guys, do you have any plans? Are you gonna go on vacation? Are you gonna do something special with the family this year? Do something that, that and have this be a part of your process. Maybe every third or fourth call. But you know, the other calls you can, you can call and say, hey, I just want to let you know this thing just happened right in the market. Right.

That you can heads up.

Just want to let you know, like in your neighborhood, this house just sold and it just sold for 25,000 less than the last sale. Yes. Just anything that I think can make a difference for them.

So it's almost like, like a more the gift, a More modern version of the Ford method. Right. So it's not just about how you do it. And if you guys watch the interest rates and you see what's going on, the market is like, how's your family? What's going on? Like, we're not going to actually go forward. But it's. Yeah, but it's just, it's outside of, hey, I'm just checking in. I think the worst script ever is, hey, I'm just checking in. Hey, I'm just following up. Like, if you say that, stop immediately.

No, don't do it.

Okay. Second thing, something that you talk about a lot, I talk about a little bit. So I'd really like you to expand on it. Is there, is it Jung or. I can't even talk.

Hi, Freud.

That guy Freud. Who said no editing. Who said how you feel on the inside radiates to the people on your outside.

Yeah. And.

And oftentimes in more challenging environments, some people really lean into making sure they're doing the right stuff to feel the right way to have that radiate. And others, God bless them, they struggle. So what insight do you have for the person that maybe doesn't have the self awareness to know that how they're showing up might be the problem? And the people that do have the self awareness, what are some things that they can do to get themselves emotionally right? Whether they're following up or just going on appointments?

I think that the most important thing to know is that human beings are a network. Yeah. And so you can't hide what you feel. Period. Yeah.

There is no fake it till you make it.

I mean, even your fake it till you make it. People are like, something's up. Yeah. But they oftentimes appreciate that you are faking it and that you're trying to be enthusiastic. So fake it till you make it actually does work. But it's when I'm covering up that I'm desperate. I'm covering up that I don't feel. Feel like I'm successful. I feel like a fraud. Everybody else is succeeding. I'm not. What's wrong with me?

This price point is too big.

Yeah. I don't, I don't work in this price range. I don't fit in. I'm not driving the right car. Whatever. That stuff shows up in your language. It shows up in your facial cues, in your body language. And then there's something else. I don't know what it is exactly, but we just innately know. We go like, something's up with this person for sure.

For sure.

We don't. It's not conscious. We just have a feeling of tension in our body. So the way that we get over that is to actually practice mimicking, mirroring and matching. And the reason that you do mimicking, mirroring and matching is not just because it's incredible for building rapport. It's incredible.

Yeah.

But it's also getting the attention off of me.

Yes.

Because if I have my attention on me, you feel it. And if you feel it, you tense up 100%. And if you tense up, the communication shuts down.

Every person watching, whether you've ever been single on a date, you know exactly what we're talking about, or you've been in that appointment where maybe you. Maybe you're vibing with one of them and you're not connecting with the other. That's what we're talking about. So I love the mirror and mimic because then it's. You're taking the energy off them.

Taking it off of you.

Yeah, off you and putting it on them. But what do you do? Like, you and I have been in a. A hundred situations, if not a thousand, where you have to go perform, but you just hung up with, you know, the CFO who said, you know, the world's falling apart and you're gonna die, or your spouse calls you and is angry. Like just life events that happen. What do you do to get yourself right so you can go be at your best?

I would say the very first. My absolute first choice is to do the worst case scenario.

Yeah.

Because I will immediate, like standing backstage and about to go up on stage and, oh, my God, here's the drunk monkey.

Yes.

You're gonna blow it. The world's falling apart. We just got the call. We just lost that sale. We're not gonna get what we want. Right. So the drunk monkey will take over. That's his job.

Yeah.

And so the way you neutralize it. I have a little bit of a cold. The way you neutralize that is by intentionally going all the way to the worst case and then coming up with a plan. Plan. Once you're there.

Yes.

And you can do that in like 30 seconds. Yes. But all of a sudden, as soon as I have a plan, like, okay, if this terrible thing happens, I know what to do now. It deactivates my survival system and I can be more present. And that's really the game. You want to be present. You don't want to be in the past or in the future.

Yeah. I love it because it's state management Right. So I, we use a negotiation. Like if you're with a customer, you always say, well, what's the worst case scenario? What's the most likely case scenario? And what's the best case scenario? And Kath and I in business over the last 23 years together, multiple times have said, okay, the worst case scenario is the whole world falls apart and we die.

Yep.

Okay, so from there, from there, what's the most likely scenario? We've been doing this for long enough. But, but I think you're right. Like that gives you a sense of relief immediate. So you can then get up and perform. Be on that appointment, be effective with that client, be present with your friend, be on a date with your spouse. It's all of it.

Yeah. There's another thing you can do too. It's called releasing attachment. So attachment is an exaggerated fear of losing an imaginary benefit. Yeah. So we have this thing that happens where I imagine some future outcome and then the drunk monkey in my head says, like, no, I want that. Except anything might, like, get in the way of it happening. And suddenly I'm looping about something that is even going to happen yet.

Right.

And so recognizing, oh, I have an attachment happening, just the awareness of it helps you to relax a little bit and get in the present moment.

This lead will pay off all of my bills. This will get me to Hawaii. If I get this deal closed, I'm right as like, we've all been there.

I get the listing appointment. Yes. My attachment level can go up to a 10. Yes. Because now I'm fantasizing about that commission and what it's going to pay off. And that actually ruins the listing presentation because now I'm not there for them. I'm there for me.

I think that's the thing we used to talk about commission routes. We talked about, like, avoid the energy sucking vampires and all of that is the funny way to remind people you're there for them.

That's right.

This isn't about you. And the moment we can connect with that and just be of service.

Right.

Just be of service. Like how many times back in the day when we were working together and it would be okay, what am I committed to? I'm committed to helping these people. I want to get these people to be more confident and you take the energy off you. And that was, I think, for me, I don't, like, I don't know if I've ever told you this. That was just my way of stop being nervous. Do you know what I mean? Like, who am I To be on stage, who am I to be sharing.

Like, you know, giving up the fraud.

Right. And just saying I'm not. This isn't about me. This is about them. They showed up because they want to get better, and it's my job to help them get better. And it was off me.

Yeah. And that's really releasing the attachment. Yeah. I mean, human beings are innately concerned about being liked, for sure.

Loved.

We want to be wanted. We want to be included. And so it's just built into our biology and our psychology to want to modify ourselves to be accepted. And that actually ruins almost every sales situation.

Exactly.

You actually want to modify our desire to modify.

Yes.

We want to actually step back and say, how can I just be of service to this person?

Exactly.

And that. And it goes, let's go all the way back to lead follow up. So now I'm in Lead follow up. If I'm calling. And I'm just saying my goal here is just to make sure that this person knows that I'm on their side and that I'm sort of the friendly neighborhood real estate agent and that I have all the information. I have all the contacts that I get. Send them, whatever. Just that perspective will open you up.

Yep.

I love it.

Thanks for sharing, man. Yeah, this is awesome. We just spent some time at our Dad's superstar retreat. 50 years of serving real estate professionals, you and I, doing it for three and a half decades.

Yeah.

So pretty crazy. So thanks so much for watching this. Let us know in the comments. Would you like more of this? Let us know.

If you want more information about this episode, including my show, notes, mentions, links, and everything else, make sure you visit tomferry.com podcast. That's tomferry.com podcast. Thanks again and talk to you soon.