Master Deal Maker Secrets

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

When you do something for a living, something that you spend most of your time in, things can get a bit uninspiring, and when that happens it is very hard to be excited about the product or service you sell because it has become repetitive for you.

At this stage, you can begin to lose the sense of relevance and value of whatever it is you are offering which will then lead to a lack of motivation and effort invested in your business.

We have two problems then. First, you are not having a good time which is bad for many reasons, and second, it becomes easy to lose touch with the value that your potential clients see in whatever you are offering. If you continue to follow that path, I can guarantee it will eventually wear you out completely and neither you nor your business will be able to withstand.

But let me tell you that if this has happened there's nothing to worry about. You can get rid of that unhealthy repetition and find your way to a more pleasant and more profitable relationship with your product or service and your clients.

The solution is easier than you might think, it's just a matter of perspective. And that is precisely what we're going to be talking about in this week's podcast.

In this modern life we live, we are used to seeing large numbers when it comes to essential things like health and insurances, but we are also used to see expensive products or services people enjoy very much that might seem unnecessary.

Think about the things that make people spend lots of money: motorbikes, cars, watches. Buying those things is justified for some people while some others might say those are stupid expenses. What makes people choose to spend their money, for instance, in a gold watch even when they know the price is big? That is indeed a matter of perspective and is one you can make great use of.

On the other side, maybe you have been at that point where you ask yourself if your product is too expensive, or if you are charging too much. Many times, that question can haunt you and keep you from seeing the real value of your business.

There are people who actually spend big money on items or specialized services, so there is a chance you are just not seeing what other people can see in what you sell. If you really have the potential and the right tools to adjust your view, then you will be able to rediscover its value.

A little change of focus, a different mindset can make enormous differences. In this case, it can make you enjoy your business in a new and unexpected way and get a lot more money from it.

So, if you are interested in learning what it takes to develop your relationship with your job and your clients in a healthier and more profitable manner, I encourage you to listen to this week's episode.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Is there a particular moment in a sale that is worthy of special attention? I think every moment of the sale process has to be thoroughly engineered, however, I definitely think there is a pivot point in a sale where there is more at stake, and the approach you take to make front to it can make you either win or lose that particular sale.

This particular moment is key in defining the future so you need to know very well when it's happening and how you're going to deal with it.

Throughout the years I've been in this business I've witnessed hundreds and hundreds of sales conversations, the ones that I have been involved with as well as the ones that I have listened to on the phone and had with the clients I've coached.

These experience has given me the chance to witness first hand the actual point where every sale is either won or lost, every single one of them, and I realized that what could at one point seem like a perfectly led sale from the start can turn into a disaster at the very last second if the approach to this pivot point is the wrong one.

This is such a crucial moment in which you can either make your potential clients run away or magnetize them into your solution. The thing is that, in order to make the latter happen there are some things you need to do and understand. Success implies that you recognize the right path to follow with every one of your potential clients, and this should be paramount in every process.

Think about what makes a person want to invest their money in you? How can you make use of that knowledge to make your business more predictable and more profitable? Everything is in your favor if you have these answers and apply them directly to your business.

That's why in this week's episode we are going to be talking about these fundamental questions and the elements that conform the correct approach to this hook point. We're going to be talking about the things you need in order to engineer that knowledge into your process.

If you can do it then you will literally be deadly and you and your people will be so much better around, that includes your clients too. Another great thing about this approach is that by learning it your potential clients become more motivated and who doesn't want that?

So, if you're interested in having the tools required to always win at this crucial point and develop your business in a bigger and more predictable way I encourage you to listen to this week's whole episode.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

What if I told you there is money that's been hiding away in your business? Money that can be yours again just by taking a closer look at your process and adjusting a few things.

Whenever I first begin a discussion with a new potential client the first place I look is for what I call leverage points, parts of the sales process that are opportunities to increase conversions. These leverage points are often unseen, which is a shame because they're areas that just need simple tweaks to become an important source of income. These are the ones I put to work with my clients and believe me, they have massive potential.

Sometimes these aspects are kept aside, I can tell you there are big businesses that don't dedicate enough attention to it and even them are losing big money on these opportunities, as I say, they just wanna shovel more coal into that lead-generation machine and they don't realize that there's so much of that coal that's not even burning, it's spilling out the side of the actual furnace.

These apparently silent losses are suffered by all kinds of businesses, which means yours can be suffering the same. That's why I encourage you to get a hand on the tools to examine what is actually happening in your business.

The issues I'm talking about don't necessarily happen because you are doing something wrong; the team you work with, your sales reps might not be as eager to convert a lead to a sale as you might be, because they haven't invested what you have in the business, be it money, time and effort.

But don't worry because the solution to this is nothing more than attention and change. Let me tell you, the simplest things are often the most important ones, that's why you need to train your eyes and ears and inspect the details of your process, look at the choreography, look at how you approach a potential client. Language becomes protagonist in the context of each interaction, one sentence or even one word can mark the difference between failure and amazing results.

In short terms, these opportunities can increase top and bottom-line revenue with absolutely no increase in costs or in workload, meaning they can become pure unadulterated additional profit that was there from the start, you just haven't seen it yet.

In this week's episode, we are going to be talking about which are these ways to successfully bring money back to your business. These are not complex sales strategies nor knowledge that demands intense research, they're just things you have overlooked probably because you didn't know they were there all along. It is money that's been hiding in plain sight all this time.

So, if you want to learn more about ways to retrieve this money and amaze yourself with the results a well-focused evaluation and its respective changes can do for your business I invite you to listen to this week's podcast so that you have the elements needed to work out the problems that are affecting your sales.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Establishing a solid, footsure relationship with your clients is a cornerstone of building success. It may require dedication and constant evaluation but if the work is done right, chances are you will be seeing more and more of them walking through your doors.

These days, people are very aware of certain approaches, certain techniques and certain information about sales training. Because of this ever-growing interest and popularity, we need to stay ahead of the curve and think if the approach we are currently taking is really the best one we can take.

Let's take the context of a sale as an example. Following a script that indicates what to say and where to say it whilst making it sound like a normal conversation can be a difficult task to accomplish. Most importantly, the client can feel dragged into a forced and prefabricated chat, which is never a good thing.

That's why in this week's episode we're going to be talking about four ways to make your sales process invisible. Ways that allow you to have a fluent, natural conversation with your clients without neglecting the actual sales process. These methods will nourish your business at the same time they allow you to bond more naturally with people.

Think of this, whenever you meet somebody, the words you choose and the direction you suggest with the phrases used have a great influence on how that person feels, more so, when that person is actually expecting something from you, as you are his or hers salesperson. Believe me, there are certain things you can say that can make people run away from a sale, or at least, that can make them feel very uncomfortable with the process.

Thankfully, there are some other ways that are the complete opposite of that, forms that can bypass the brain's critical thinking enabling you to accomplish what many people can't, a successful and unimposed sale. In this podcast, we're going to talk about simple actions you can do to improve your position from the client's viewpoint, actions that make you stand from the rest. Remember, it's always better if the client leaves with the impression of you being someone who works confidently and honestly with people rather than someone who pushes them into the desired direction through a stiff and stubborn pitch.

So, if you are interested in discovering these four ways to make your sales process invisible, I encourage you to listen to this week's episode.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

In this episode, I'm particularly pumped because we have got a mentor of mine James Schramko, a man who knows so much about business. He's author of a longstanding successful podcast and wrote one of the best business books I've ever read "Work Less Make More".

In this podcast, we'll be trying to learn something from his mastery at so many aspects of business, like marketing, strategy, personal productivity, and sales.

In the early days of his career, James had a lot of success in the automotive industry as he ran luxury car dealerships, at the time he also started studying the great marketing minds of the world, therefore applying some of that knowledge in the way he ran the dealerships. Very techniques were put to the test, as well as his online studies. A combination that turned out to be quite successful in the way the business developed.

So, one day, sitting at his office he wondered: "What if those salespeople were selling my product and not the Mercedes Benz product and if the people upstairs were marketing my website and not the Mercedes website, what would that look like?

Years later he ended up replicating most of the functions of what the dealership had but in his own business, with way fewer overheads, less stress and a much higher profit margin, even bigger than the fifteen-million-dollar revenue the dealership had.

That is the importance of knowing how to use your time. It becomes useless to wear down yourself doing the most work if you can do a better, well-thought strategy that also happens to pay off more than you think.

That's why we'll be talking about how the big lessons he has learned in automotive sales and marketing are still cornerstones of the way he runs his actual online business. We'll also be talking about the possibilities such platforms provide and how they are a different, sustainable business model. As James says "the online game has really changed the way that we buy things and sell things"

If you are interested in learning how to use your time wisely and produce bigger and better results than what you do now, I encourage you to listen to this whole interview.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

In this week's episode, I interview Andrew Pierce; a 30-year-old man who is changing the world.

At 25, Andrew started with a fascination and interest in understanding why we do what we do, think how we think, his interest grew in spirituality, the Universal Laws and things of that nature.

So, he started off helping people with general anxiety and social anxiety.

As his business grew, he wanted to work with more high performers and business owners. The problem was that a lot of business owners didn't see anxiety as something important; they normally push anxieties off to the side.

I had to ask him, "Do you think that burnout is getting more common in people generally, in entrepreneurs, or has it always been an issue, but now it's becoming more visible?"

What he answered amazed me. Not only, did he have a vision of it spiritually, by referring to the spiritual consciousness of humanity, he also had a social vision to answer these questions that refer to things that most business owners, or people that are out there trying to make it on their own, are experimenting with.

Something that we both agreed on was that burnout is getting more relevant these days. Burnout has to do with the myriad of opportunities that are being presented to everyone.

Right now, we have way more open to develop new things, thanks to the internet, but in that same way, we have people's eyes on us. These things also generate more anxiety for society and burnout. It feels like being in a foggy place, where you don't feel secure about where to go or which direction is the right one.

In this episode, Andrew exposes us to some red flags that people need to be aware of to avoid burnout themselves.

Usually, we know when a feeling of burnout arrises, yet we must learn to identify them and name them.

If you wish to learn how to identify the early signs of burnout and how you can avoid it and deal with anxiety, I encourage you to listen to this podcast in its entirety to learn these tools.

As long as you wish to stay in business, you're going to be exposed to all of these emotions. It's better to learn how to deal with it and become more self-conscious rather than dropping the things you love over the feeling of anxiety.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

Today, we are going to be speaking with Kerwin Rae, a businessman, an entrepreneur, and an investor, generating in excess of $250 million.

We are going to be deconstructing one of the biggest deals in his career, the process, the results and the lessons learned, with the hope that you too can take away something valuable from his story.

The biggest deal of Kerwin's career so far, he describes as not the biggest, but the most pivotal has been his Joint Venture partnership with business coach network, "Better Business Institute". When he joined the business, it was doing about $400k a year, which he was able to turn to $8 million in just 18 months.

Along the way, were about 350 transactions, and expansion to five countries, teaching people how to become business coaches or consultants.

Kerwin mentions some of the largest blockages along the way were to do with customer and client support and having to take on a lot of risk at the beginning of the venture. He had to deal with the marketing, sales and travel costs, essentially taking on all the risk in the business, and initiate the support systems that were required to help more people become successful.

Additionally, the seminar business attracts a lot of egos, and this can amount to passive-aggressive conflicts here and there. What mind-set should you adopt to deal with these blockages? Figure out what you're passionate about, and the reason for it. It's one thing to be driven to make money, but if there's no reason for it, you'll get yourself into trouble.

After chasing money for years and years, Kerwin came to the conclusion that he was really searching for peace, not money after all. If you can't truly figure out what you're passionate about, if you can't truly understand yourself, you are going to be taken advantage of.

Another tip is being able to see all the angles of potential possibility in that deal. When someone says no, they're not saying it to the offer, they're not saying it to the deal, they're saying it to your presentation of the deal, the language, the structure.

A dealmaker is someone who can assess the situation, ask questions, see tiny cues and pick-up on little throwaway lines that enable you to instantly repackage the deal. You have to be giving them what they want, not what you want, this is where a lot of people fall down in deal-making.

The thing that brought Kerwin to success was the team. Three big personalities working well together, with complementary skills. In this way, they were able to position the deals in the best way possible. Rather than selling, they had applications, applications that led to an interview.

Now, in the interview, the clients were expecting to be sold, but they weren't. Instead, they would ask them, why should we take you on as a client?

Some term this reverse selling or negative selling, and although it is used more commonly nowadays, this was almost unheard of when they brought it in. We've talked about this before, when you end up forcing a client to do business with you, there is no doubt they will become a nightmare client. They will be dissatisfied with your product or service, and they will leave bad reviews polluting your business.

Finally, Kerwin mentions how important it is to follow your intuition when signing on to a deal. Every time you don't follow your intuition in a deal, you end up in a position that you don't want to be in, and can't get out of. Once you say you're going to do something, whether it be with or against your intuition, you must follow through on that deal.

Learn to train your intuition and follow it, and you will no longer find yourselves in this situation. If you say no to a deal because it doesn't intuitively feel right, it is a very relieving feeling a few months down the track when you've found yourself a new deal, and everything starts going downhill for the original one.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

We're going to be talking about three massive myths that traditional sales trainers still want you to believe. When it comes to sales, there are so many different approaches to take. In fact, last time I checked, if you search for 'sales training' on Google, there are 150 million results to choose from. The options certainly aren't scarce.

Given that there are 172 million opinions out there on how you should sell, I'm going to share with you what I believe to be the three biggest myths out there in sales, and what I recommend you do instead. I reckon I've made more mistakes in sales than anybody else, which hopefully qualifies me to help other people. Trust me, amongst all these mistakes, I've compiled a very long list of things that simply don't work.

Myth number one: you need to close hard. This is an interesting one and it's certainly open to interpretation. Allow me to give you some definitions. If 'closing hard' means convincing somebody to do something against their will, we are talking about the number one reason that salespeople get such a bad reputation.

In this situation, it's a total myth for a couple of reasons. One, somebody who is convinced against their will, will more often than not become a problematic customer. So if you're having to drag them kicking and screaming over the line to do business with you, it's not going to end well.

I know enough about selling to be able to convince somebody to come and do business with me; but if they are not the right fit, you probably shouldn't accept that person as a client in the first place. They may never want to subject anyone they know or care about to the same experience, which means that they'll never refer business to you, and that's not a good thing.

However, if closing hard simply means doing everything you can to dissolve the barriers that stand between a willing buyer, and being able to assist them in finding a solution, I'm cool with that.

Myth number two: salespeople need to become better closers. I don't agree with this, and here's why. Saying that someone needs to get better at inadvertent commercial closing, implies that the ID portion of the sales conversation that precedes is not as important. It's only the end that matters.

In my experience, nothing can be further from the truth. Securing a commitment is obviously important, and you need to have language for that. But you shouldn't do so at the expense of all other criteria. If you don't create a trusting environment, you can try to close them as hard as you like, but you aren't going to achieve much at all.

On the other hand, you can set the relationship upfront by connecting with the client, asking well-planned, strategic questions, and making a well-thought-out offer that's actually relevant to your potential client. Obviously, there are going to be some people that don't agree with me on this and that's alright. But it's based on my own actual experience, not just theory.

If a sales team is having problems at the end of a sales conversation, it's almost always because something was missed upstream in the conversation. How much further upstream? Probably within the first 30% of the conversation.

Myth number three: great salespeople are born, not made. To be good at sales, you simply need to want to be good at sales. Where there's intention and motivation, there's also a good chance of success. People who aren't motivated to sell, won't sell, simple as that.

With the right process, if you can provide them with the right framework and phraseology, you can get almost anyone selling consistently. Will they be a superstar? Well, maybe not. But can you get consistent results? In my experience, absolutely.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you'll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

We’re going to be talking about the three biggest reasons that cause people to give up when implementing new ideas. Implementing new ideas is interesting and exciting, as it promises an exciting new future or another potential failure to learn from. The most part of it has to do with your mindset.

In addition to that, implementing something new that actually works can be an absolute game-changer. In some cases, small hinges can swing big doors.

I've been in business now for 30 years and I've experienced my fair share of both. Why do people give up? In my experience, it comes down to three core reasons.

The first one is not understanding statistical significance. The second one is that it’s a 180-degree change from what they're already doing. And the third one is having too long a delay without results.

Years ago, I heard this saying, and it's always resonated with me, “If you do something often enough, a pattern will appear.” I talk a lot about this when it comes to my clients implementing a direct strategy, but it also applies across the board in sales.

Essentially, statistical significance is making sure that you're actually doing enough reps, so to speak, on a large enough scale to confidently judge the overall result trends. For example, if you're sending out a direct corporate pack and you make a hundred calls, you’d probably get one or two appointments for every 10 packs you sent out.

If you send your first 10 packs out, are you going to get those results straight away? You might. And I've had that happen with some people for sure, but it's not likely to happen in the first 10 packs. The reason being, you will need to have sent out 50 to 100 packs before a pattern in the results begins to emerge. Only then are your results statistically significant.

A few years ago, I made a mistake that cost me big time. I ended up operating my business in a totally different business model. And the results brought my business to its knees.

I'm lucky that a bad year in business for me isn’t a tragedy, but my revenue ended up taking a huge hit that year and I learned a heap from it. It pretty much set me back 6 to 12 months on my journey, I had changed things too quickly.

I needed to start with small steps, before beginning to scale it, rather than just ditching my previous business model for this new unproven one. You need to test the waters first, and then you can start to allocate more focus and energy to the new idea or model.

So, when do we move on? At what point do you cut your losses and simply put it down to experience? Well, the answer is going to vary from project to project. You need an evaluation of what's happened. If you aren't getting results, it typically comes down to three things.

Has the strategy worked for others? If it hasn't worked for others, then the strategy is probably flawed. But if it has worked for others, then the issue is unlikely to be strategy. If it's not the strategy itself, it could be the execution of the strategy.

Are your team doing the right thing, or are they approaching it incorrectly? There can be a number of moving parts in a network, and it only takes one of those moving parts moving in the wrong way to compromise the end result.

It may also be a training issue, so having someone to guide and coach you during implementation can make a massive difference in this regard. In fact, in some research completed by Aveiro, Bain, and Copeland, it was clearly shown that training alone can produce up to 22% improvement in results. Furthermore, training combined with a structured ongoing coaching and implementation program can actually improve results by up to 88%.

I always focus on creating some quick wins in the first four to six weeks for a new client. And I have three specific strategies that are designed to do exactly that. That way, when we implement some longer-term strategies, we're actually working on a solid foundation of success.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.

Visit http://JohnBlakeAudio.com to Learn How to DOUBLE Your Enquiry-to-Sale Conversion with The Lead Flow You Already Have.

We are going to be talking about the five critical mistakes that people make in their sales. I heard sales referred to, by a business person that I have a lot of respect for, as a moving target. It's ever-evolving. It's always changing. Markets are shifting.

The strategies that worked 5, 10, 15 years ago don't necessarily work today. There are principles of human influence at the core which remain the same, but the way that these principles need to be executed to remain effective is constantly changing.

The first mistake you need to avoid in sales is talking too much. Years ago, a good talker and a good salesperson went hand in hand. To some extent this remains true; a good talker with no structured sales approach will come across enthusiastic, but enthusiastically boring.

To be great at sales, you need to know how to string a sentence together. In my experience, the best salespeople are often the best listeners, not the best talkers.

Being able to listen intently, place yourself in another’s shoes, and emotionally relate to your client’s position, is infinitely more powerful than simply being a good talker.

The second mistake is in too much prescribing without enough diagnosing. It is always noticeable when a salesperson jumps the gun to tell someone about their product or service. I have heard it referred to on occasion as premature elaboration. The best salespeople quickly and effectively diagnose before they jump into a product presentation mode.

The third mistake you can make is selling to someone who isn’t a great fit for your product. They simply won’t yield good results, becoming dissatisfied with your product or service and going on to potentially write a bad online review. They’ll go around telling others about their negative experience as well, damaging your word of mouth reputation.

The fourth one is using clichés that put people off. What comes out of your mouth can win someone over or throw them away. Years ago, I had hired a colleague who used to say, “Let's talk Turkey.” It used to drive me nuts.

I don't know why that’s an acceptable term because what’s the general connotation of the word Turkey? It's not that positive. I just couldn’t understand that with the abundance of words available in the English language, there wasn’t a better way of describing the act of chatting to someone about business.

Words are either used constructively, adding to the experience, or destructively, subtracting from the experience. Clichés are worth avoiding. If you've got clichés in your industry, then avoid them. It makes you sound like everybody else, use words that distinguish you.

The fifth mistake is lying or not being genuine. This one will be the most detrimental to your sales if left unaddressed. Regardless of how good your sales system is, if you aren’t being yourself and don’t value your product and company, you will lose sales. You need to understand what you sell and be perfectly clear on your own value.

There is certainly a bigger list of mistakes a salesperson can make, but these are definitely some of the biggest ones. So remember, to be a great salesperson, you don’t have to be a great talker. Listen to your client, place yourself in their shoes, and diagnose the problem, before even thinking about prescribing a solution. Using your emotional intelligence to grasp the client’s situation is more powerful than any cliché driven pitch you can deliver.

To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.

Inside you’ll get word-for-word email followup templates, phone scripts, and more that you can put to use today.