A sales coach shares three steps for following up with prospects, including a story about landing a major commission through persistent outreach. The key: build a follow-up system that keeps you in front of people over time.
F you. F you. F U. F U, F U. What's wrong man? What's going on man? I just don't know how to follow up with these prospects. Here you go, bud. I feel your pain. I mean, as a salesperson with very little prospects and not really anything else going for you, I can see how not knowing how to follow up and take it home for you. But don't worry man, I'm here. You just drink yourself to ease and let daddy take care of things. So how do you follow up with prospects? This is how we do it, right? It's a few step process. All right guys, so how do you follow this video is going to be about how to maximize your follow up processes within your sales, okay? It's all about creating an ecosystem so that you're not fully reliant on. What else do I have? This is not real anyway, so you're not fully reliant, okay, on the inbound leads coming through. So you can do your outbound and you can sort of make sure you have mechanisms in place to be able to maximize and monetize every single lead that comes through. What if people kind of get confused and the key with follow up is just to know that like you can't really it up. The only way you can screw it up is by not doing it. All right, so better just make mistakes aggressively. Try not to think too much into the minutiae of it and just actually get the work done and just follow up with your prospects. So if you learn nothing else from this, just try to create a pipeline. And I stick with 3C's pipeline, some that you can pull money out of, that you can, that you can sort of generate leads, referrals, sales, all that kind of stuff for their high ticket or low ticket, right? Just to be able to make sure that you're mitigated against a lack of inbound lead flow. All right, so the cadence that I like to use for follow ups is every 10 days, okay? So it's really, really simple. We don't need to over complicated. I have a 10 day follow up structure. 10 days phone, 10 days text, 10 days email. Okay? That way they're really not hitting any one methodology too frequently, but you're still able to kind of get a really good response rate. You're still doing the things you need to do. I also do what's called prospect time blocking. Okay. So, so what you do is you figure out what part of your diary has the highest no show rate, which is going to be a low revenue Generating time. And then you replace that with activities like referrals and follow ups. The reason why I do that is because like that time is traditionally not going to be very well spent because it has a high notion rate. Let's say Monday morning, Friday afternoon, okay? So I can use that for activity based stuff, right? And if I block that timeout and I figure out like what my activity is and then what output that gives me and then what kind of revenue that generates me, then I can start figuring out when I work backwards, how much money I can make from that particular activity. Come back me behind the bar, right? So one of the things that really got me going into follow ups was a client of mine, Ryan Sirhan. If you don't know who he is, you might recognize his face. One of the top five brokers in the entire United States comes to real estate, sold like a billion dollars of real estate last year on a bunch of TV shows and all that kind of stuff, right? So famous dude, really, really well done, makes a ton, a ton, a ton of money. He told me a story where he followed up with a lady every single week for nine years. Now he doesn't have automated follow up sequences, right? So first of all, I was like, man, this is manual follow up with the man who's incredibly successful, very busy, huge team, multiple TV shows, he's a busy guy and he's finding time to follow up with individual prospects for years with literally no response, right? I want you to raise your hand right now if you make money, Ryan, certain get those hands down and I want you to also raise your hand if you would follow up with someone for nine years without a single response. Now when he initially met that person, they were looking for a $2 million apartment in SoHo and so he was sending her $2 million apartments in SoHo, stuff like that, manually all kind of extracted from what's on the MLS and send these like non automated, totally manual based follow ups for years, every single Thursday. Nine years later, she goes, oh, hey Ryan, thanks. Sorry I haven't gone back to you, I've been a bit busy right now. $2 million is not a big deal for him, right? It was when he started. It wasn't anywhere near that, but he still wanted to be able to keep that follow up and keep the potential of getting that client because he knew that he was constantly providing value to someone, then there's a reason for them to get back to him eventually. So I think it's the mindset of like not looking at it as like, oh, this person's ignoring me. Them rather it's like, no, people are just busy. So are you, so am I. Who cares? Just keep following up, keep saying them value, keep providing them value and you'll be the first they think of when they're ready to make a purchase. Anyway, so she replies back and he sold her a $15 million apartment, making a half million dollar commission, and then three weeks later sold her a $16 million investment property making another half a million dollars commission. So over that nine year period, sending one email probably took him five minutes a week, right? He made a million dollars commission, Right. So if you do the hourly rate on that, it's pretty good, right? So that to me was a really big lesson because I thought that I was getting too cool and too big and too busy to do follow ups. But I realized that a true salesperson, one of these high ticket inbound bullshit people that just baby birds, right? But a proper sales professional is someone who takes this seriously, creates an ecosystem and does the work, right? Regardless of what strata of success you build. What I want you to take away from this video is that follow ups are an essential part, okay. Of a salesperson. A sales professional's day, week, month, year, significant part of the revenue and as long as you just do the work, then you'll be fine. If you like this content, make sure you like subscribe notification. But all that of good stuff. Bye.
