Page 55 - Leadership Format System

SECTION II BUILDERS MINDSET
The Follow-Up
Step 4
Mastering the Art of the Follow-Up
Purpose: To move the prospect through Filters 1-4 of the Eight Speed Filters.
THE FOLLOW-UP
Just as important as controlling the point of contact on the front-end, the follow-up is equally critical on the back-end. The objective of the follow-up is always to move the prospect through the first four Speed Filters as quickly as possible.
The filters do exactly what they say. They filter out the people who are not serious about the opportunity, and allow you to focus on the ones who are. You can tell a person’s commitment level by how far and how fast they move through the Eight Speed Filters.
When the follow-up is properly executed, you will help save people from themselves and you will recruit a higher percentage of people. At the same time, you will have a higher volume of production - a by-product of running the system.
The Follow-Up Process (Speed Filters No. 1 - 4)
1. Stay After the Meeting.
2. Get a Decision Kit.
3. Set a Get Started Interview.
4. Keep the Appointment and Sign Up.
(Filters No. 5 - 8 will be covered in Step 5 – The Start-Up.)
For training and educational purposes only. Not to be used with the public.
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Section II — BUILDERS MINDSET