MRL #039- How To Follow Up Like A BOSS

I booked a meeting with a $50M contractor this week.

I have no idea if I’ll get it, or not.

Maybe I will, maybe I won’t.

That’s not why I’m sharing.

The reason I’m sharing this with you is because I wanna talk “follow up” this week.

The sad truth is…

Most Producers Give Up Way To Soon

I’ve been guilty of it too.

You make a call or two… get nowhere… and then banish the prospect to the bottom of your list…

Or worse, scratch them from your list altogether!

This is a HUGE mistake.

The stats say, it takes 7-8 touches to get a hold of a decision maker…

And 5 more follow up calls after your initial meeting to set a presentation.

That’s a metric shit-ton of follow up, my dude.

So get used to it.

They’re not dodging your calls, or “ghosting” you…

They’re just busy… you know?… running a company!

So…

Don’t Take It Personal, Because It’s Not.

We live in a busy world and everyone’s going 100mph at all times.

If you give up on every prospect who’s hard to get a hold of, or who tells you “no” on the first try…

You’re going to:

a) Run out of mid-market prospects in your niche

b) Leave a ton of revenue on the table

So, keep following up.

Ok, now back to my $50M contractor story (because it’s a perfect example)…

It Took Me 14 Touches To Set A Meeting With Them

Here’s the timeline…

Aug 2022- First conversation with owner, said to follow up in September

Sep 2022- owner told me they were deciding to stay put

Feb 2023- Sent my book to owner in the mail

Mar 2023- Spoke with owner, said to call back

Mar 2023- Called back, got voicemail

Apr 2023- called, no answer and mailbox full

Apr 2023- called, no answer and mailbox full

Apr 2023- called, no answer and mailbox full

Apr 2023- Found different contact, we spoke and he said to speak with owner

May 2023- Spoke with owner, said to follow up in July

Jul 2023- called, no answer and mailbox full

Jul 2023- called, no answer and mailbox full

Jul 2023- Called no answer

Jul 2023- Texted. Got reply and meeting.

14 touches in 1 year to set a meeting!

Insane.

Which brings me to my next point about follow up…

CRM's Are A MUST

Unless you’re Dennis Hoffman in “Rainman”…

There is no way you can keep track of who you talked to… what you talked about… and when to follow up with them… if you’re not using a CRM.

So use one!

There’s no way I could have kept track of my touches with this contractor with out one (or, set tasks to remind myself when to follow up again).

So, if you haven’t been diligent about logging your activity in your agency’s CRM — start!

It’s a life saver.

If by chance, your agency doesn’t provide one, I highly recommend Monday.com.

It’s cheap and works great.

I’ve used it a ton and I really like it.

To Recap…

- Follow up, follow up, and follow up some more

- Prospects aren’t ghosting you… they’re busy.

- For God’s sake, use a CRM

Ok, that’s enough out of me.

Give em’ hell this week.

(And don’t forget to follow up)

See you next Sunday.

Kick ass take names,

Max “14 follow up” Revenue

P.S. If you found this letter helpful… there are 3 other ways I can help you:

1. The Producer Playbook- The Step-By-Step Guide To Building A $1,000,000 Book of Business (From Scratch)

2. The Max Revenue Show- Our weekly podcast

3. The Max Revenue on YouTube- Weekly videos