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Nov 24, 2016

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!

 

Key Takeaways:

[: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!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Kirney Lending Team on Facebook

7L: The Seven Levels of Communication, by Michael Maher

Simple Nexus

Mortgage Mapp

Excerpts from The Treasury of Quotes, by Jim Rohn

The 12 Week Year, by Brian P. Moran and Michael Lennington

The Entrepreneur Roller Coaster, by Darren Hardy

Givers Gain: The BNI Story, by Ivan R. Misner and Jeff Morris

The Big Leap: Conquer Your Hidden Fear and Take Life to the Next Level, by Gay Hendricks

 

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