As I write this, it's 11:35 AM on a Monday morning. 

I'm at a cafe having coffee and a piece of rhubarb crumble.

By 11 AM this morning, I had closed just over 130k.

This is one of the rare times I will share numbers, but I do this to make a point.

It's both a point to you reading this, as well as a point to a past version of myself.

Never, ever neglect your follow-up.

These leads weren't new.

They'd been in the system for 2-6 months.

One had ghosted me for a close call; the others said no on the close call.

I spent one hour on Friday following up old leads.

One hour.

I reconnected with a bunch that are still a no, and that's ok.

I sent them some resources, wished them well knowing I'll speak to them again in another 3-6 months.

I booked those who were still interested in for a close call.

Jump to it, a few relaxed conversations with 'old friends' on a Monday morning, I feel like I've earned this rhubarb crumble.

There are so many opportunities in your old leads if you treat them right in the first place.

I have a system for this which I will share below, but I want to first say why it's so effective.

One major reason people don't buy is because they still have the illusion that they can do this themselves.

On our close call we map out:

• What they want to do.
• Why they want to do it.
• How life changes on the back of them doing it.
• When they want to have it done by.
• Why that is a deadline.

If we get to the point of the call and they still think they can do it themselves and I can't move them from that state, I wish them well and we part the call as friends.

I leave the call in such a way that they would always pick up a call from me, someone who is genuinely in their corner.

My System

If you ask anyone close to me, they'll tell you that I have a terrible memory.

Names, faces, especially dates.

I have the CRM do all of the heavy lifting for me.

Let's say the prospect tells me they want to scale to $400k per month within 6 months, and they truly believe they can do it.

As soon as we get off the call, I set 4 automations in the CRM.

In 1 month, they'll automatically be sent an email from me with a resource.

No ask in the email, just a resource that I thought "might be helpful" and wishing them well.

At the 3 month mark, I call them and say a quick hello, let them know that we've got an event coming up and ask if they'd like to send some of their team. 

The majority of the time, this is met by a "woah, it's been 3 months already?"

That's followed by me asking how they're tracking towards their $400k goal. 

The key to this phone call is to not be slimy or push them into another call, it's to ask them questions and help them realize that perhaps they do need some help. 

You want them to ask for help here, not have you force it on them. 

If they don't convert on that 3 month call, in 4 months, there will be another resource, or perhaps an invite to a free event. This will be via text.

At the 6 month mark, I give them a call on a Friday afternoon.

Friendly hello, ask them "is now is a bad time" - (thanks Chris Voss) and then I ask them how the last 6 months has gone.

I then ask them specifically how they're tracking towards (use their words and goals).

The reason this works - I know time is my friend.

If they said they want to be at a certain point in 6 months, the only thing that can clearly show them they aren't able to do that is time.

When we're at that 6 month mark, there's no faking it.

Even at the 2 or 4 month touch point, they have to actively contrast where they are to where they wanted to be.

Either you are there, or you're not.

And guess who will be in their corner at that exact moment?

The bald-headed Australian with a beard who wasn't salesy or pushy.

It's a long-winded way of saying - sometimes the prospect needs to prove to themselves that they can't do it alone.

You need to be there in such a way that they don't have to lose face by asking for your help.

The one thing I'll add on top of these steps, at the end of each month, I go through the leads that were marked as "nurture". See if they were active, and if so, engage with them. 

Action Steps

Get comfortable with your CRM.

Learn how to:

• Set tasks
• Automate emails
• Create templates so you don't have to write new content every time
• Review the leads marked as "nurture" at the end of every month

Take exceptional notes on calls so you can pick up where you left off (see this newsletter)

Just a final note on this: I'm editing this on Thursday morning at 8:37 AM, I have closed another 188k since Monday from follow-ups alone, another 65k looking like it'll drop on Monday. 

Don't sleep on it.