You already know that all the money and all the results are in the follow-up.
But let’s be honest. The reality of a busy day often leads us to take the easy way out with emails, texts, or calls like, “Just checking in…” or “I’m just following up…”. While these “easy way out” approaches get the job done, they often lack the imagination and effort to truly stand out and create the result you desire.
Here are a few ideas to make your follow-ups more valuable and effective:
The Value-First Approach
Instead of a generic check-in, lead with a reason to connect. Provide something of value that the person will find interesting or useful.
- Example: “I have an update that I think you’ll find interesting. What’s your schedule like tomorrow?”
The Problem-Solver Approach
Show that you’ve been listening and are actively thinking about how to help. This positions you as a trusted advisor, not just someone looking for a sale.
- Example: “I’ve been thinking about what you shared, and I have an idea to help. Let’s chat. What’s your schedule like tomorrow?”
The Personalized, Specific Approach
Make it personal. Reference a specific conversation or a challenge they mentioned. This shows you were paying attention and that your follow-up isn’t just a part of a mass email campaign.
- Example: “Hi Mark, we’ve implemented a weekly database accountability group that is working to keep committed agents on task. I remember you mentioned you are struggling with your database organization, so I thought of you. Let’s chat soon.”
By using our D.R.I.S. acrostic methodology and these small shifts in your messaging, you can turn a generic touchpoint into a valuable conversation.
#WinTheDay to win the week: Daily TCF+ is the answer.
Which of these approaches resonates most with you?
