In this episode, I share my “7 Levels of Communication,” a 70-day process of following up and keeping in touch with business referral partners, so you never lose another potential lead again!
[:25] What does Jennifer do once she meets a new referral partner?
[1:27] The process of keeping in touch — Jennifer has set up a system to help her with this crucial aspect, which she calls the "7 levels of communication."
[3:33] Jennifer talks about Michael Maher's book, 7L: The Seven Levels of Communication.
[4:02] The basis for Jennifer's 7 levels of communication is creating a structure that ensures she has done her best to follow up with her partners.
[5:08] Level 1 — Social media. Connecting with people on LinkedIn, Facebook, Instagram, and Twitter, and through mobile apps, makes contact easier.
[8:21] Jennifer talks about the importance of following up in a staggered manner.
[9:24] Level 2 — The phone call. Give them a call to touch base with them to schedule a face-to-face meeting, or clarify any doubts that they may have.
[10:50] Level 3 — The success story. Email them a success story that shows how you can help them.
[13:18] Level 4 — Send them a book. Share a book with them that's made a difference to you or your business.
[15:28] Level 5 — The 2nd phone call. Use the book as secondary follow-up opportunity to touch base with them, and see if there's anything you can help them with.
[16:29] Level 6 — Email them pertinent information. Send them information that's relevant to their business, based on issues they have brought up with you.
[18:04] Level 7 — The final phone call. Find out if you really have a basis for doing business with them and follow up with that.
[20:54] Jennifer recommends adding all these partners to your database to keep contact with them as future leads, via long-term drip campaigns.
[22:12] Be careful about adding everybody you meet to your database — this makes it too big, and you won't be able to manage it well.
[23:04] Jennifer challenges you to incorporate some of these levels into your practices — you can start small, but the important thing is to do something!
[23:43] A shout out to Bob, a listener of Mortgage Lending Mastery podcast!
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