Complete The Follow-Up Challenge for Your Best Sales Year Yet!

It’s almost the New Year and I am already getting phone calls from clients asking me how to have their best sales year yet. Unfortunately, most will hope that the market provides them the gift of a higher revenue year…and it might.

Here’s my issue. Why “hope” the market does it for you? Why don’t you do it?

In short, the answer is because most people tend to do the minimum.

Some do more.

Just a few days ago I was having breakfast with my friend Tony who is in charge of a sales team. Tony was telling me at the beginning of 2017 he had a new team member, we will call Omar, that wanted to have his best year ever. And he wasn’t hoping it would happen. Omar had a plan.

Oddly enough, his goal was not to reach a certain dollar amount in commissions. It wasn’t even to make a certain number of transactions happen. Instead, Omar’s goal was to meet three prospects face-to-face, every week for the entire year.

I know what you are thinking, but here’s the thing…Omar did it. And guess what? He had his best year ever!

I want to point out something critical. Omar didn’t set a goal to achieve a result. He set a goal to achieve a behavioral pattern.

That must be your goal as well. Focus on the behaviors, not the results.

“We are what we repeatedly do.

Excellence therefore is not an act, but a habit.”

– Aristotle

Right now I see a huge gap in the discipline of follow-up. I truly believe that the sales professional who follows-up the most wins.

So here’s my Follow-Up Challenge to you.

I want you to commit to a behavioral pattern to follow-up consistently. That means doing three things:

  1. Blocking uninterrupted time on your calendar weekly
  2. Executing follow-up without looking at the results at all
  3. Commit to 12 months of consistent effort

If you can do these three things for the year, I promise you will have your best year ever!

Remember, you were born with the ability to change someone’s life. Don’t waste it!


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About the Author: Ryan Taft

As the former National Sales Training Manager for a Top 5 homebuilder and a licensed Realtor® in Arizona, Ryan Taft is consumed with a passion for helping others achieve breakthrough results in sales, business and life.