January 04, 2022

Prospecting with the Follow-Up Queen

21 minutes

In this episode I will begin a nine-part monthly series with the “Follow Up Queen” Athena Captain. Athena brings a refreshingly brutal transparency to the sharing of her experience, both in success and failure, making her a very relatable sales coach. She teaches 9 fundamental strategies to creating and maintaining a sales referral engine.

Named one of the Top 50 Women Making a Difference in 2020, Athena Captain believes that leadership is only effective if it comes from a genuine desire to serve, and from hard-won experience. Athena teaches her 9-Step System to help others develop their own referral-based businesses. She has successfully coached and led sales teams in real estate for over twenty years. Within her community, Athena is a Co-Founder of the Savannah Station Equine Therapy Program, in honor of her daughter Savannah, and Athena is a board member of Oklahoma Family Network.

Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

Discussion Points:

How Athena got started in the sales and real estate industry

If someone is just breaking in to the lending industry, how can they get started with your system?

How the little voice in our heads can hold us back from doing follow up calls

The statistics regarding sales follow-up calls might surprise you

How can a seasoned professional benefit from your system?

What percentage of a business plan should be about follow up?

How can people prepare for success before beginning your 9-step follow up system?

When calling leads that didn’t result in a sale, what should you say to them?

Offering education and value in your follow up system

Closing question: How are YOU lending it forward, Athena?

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