The fortune is in the follow up

1. The Fortune Is In The Follow Up

2. Bryan Daly CEO VP bryan@bryandaly.com Welcome

4. FEAR of Rejection Turn an Obstacle into an ASSET. FEAR OF NO What if you could take the greatest obstacle standing between you and success, and turn it into your greatest asset? Well, you can.

5. FEAR of Rejection Turn an Obstacle into an ASSET. FEAR OF NO You wouldn’t think one simple word with two tiny letters could have the power to keep countless individuals and organizations from realizing their goals and dreams. But they do… day after day, year after year. What two tiny letters can do all that? N.O.

6. Fear of rejection Fear of rejection is the single greatest reason people don’t make money in this business. By actually going out and inviting rejection, you overcome your fear in stages: 1. You get it and it bothers you. 2. You get it and it doesn’t bother you. 3. You get it and turn it to your advantage. 4. You get it and you have fun with it.

7. Day?

8. Increase Results 80 times! • This one thing can increase your results 80x • What is it? • Follow up. • Why don’t more people follow up? • FEAR of NO- rejection

9. Top 10% • 48% of Sales People Never Follow Up • 25% of Sales People Make a Second Contact and Stop • 12% of Sales People Only Make Three Contacts and Stop • Only 10% of Sales People Make More Than Three Contacts

10. Follow up • 2% of Sales Are Made On The First Contact • 3% of Sales Are Made On The Second Contact • 5% of Sales Are Made On The Third Contact • 10% of Sales Are Made On The Forth Contact • 90% of Sales Are Made On The Fifth to Twelfth Contact Commit to getting 5-12 No’s

11. Top 10% 92% of all salespeople give up without hearing a fifth NO from a customer… but research shows that 90% of all customers say “no” four times before finally saying YES!

12. …We begin to succeed when we learn how to fail.. We all love the sound of the word, YES… it is so positive, so empowering. And then there is NO, which is just the opposite; negative, draining….but what if NO could actually be the most empowering word in the world?.

13. …We begin to succeed when we learn how to fail.. When were kids we weren’t stop at all when we heard NO. We laughed at it, we shrugged it off. somewhere along our lives we lost this natural sense of tenacity. So, what if, starting today we could get that tenacity back? What if as of today the word NO actually started to empowering us? And even being FUN…!

14. Model #1 The Common Approach Success ◄ ◄ ◄ ◄ YOU ►►►► Failure

15. Model #2 More effective Approach YOU ►►►► Failure ►►►► Success

16. Not Right Now • No really means…. NOT RIGHT NOW • The Timing is not right… • Maybe they did not really hear the message or they are not able to listen right now The Big Question is? • How Long do you follow up for?

17. The FEG Two Step Expose & Follow up Not Recruiting You won’t Pre Judge or “Get People In” Be willing to expose to everyone

18. Goldmine Sifting the dirt to find the ore

19. “Success is 99% failure” Henry Ford

20. New empowering Definition of “FAILURE” Repeat after me I learn from my failures, and each failure takes me one step closer to success. I see failure as an undeniable sign of progress toward a goal. I have replaced any fear of rejection with a burning desire to make another call. I understand that YES is the destination, but NO is how I am going to get there. I never make decisions for others in terms of what they’ll say, do or spend.

21. Every Set Back is a Set Up For a Come Back