Speaker 1: 0:00

My name is Tom Lelio. I'm your ultimate jet guide, and here we pull back the curtain on private aviation to help you buy or sell a private jet without wasting time or losing money. Today we're going to be talking about being professionally persistent, and the reason that this came up is because I had a buddy of mine reach out, shout out to Luke, what's up man? And he was just like hey, tom, I've sent out a couple of proposals. I talked to a bunch of people. They seem really keen and interested on following up with my services. But then a day or two goes by and I get crickets and I'm just not sure how to follow up. And really what it came down to oh, what's up Max. Oh, that's cool man, appreciate it. Really, what it came down to? He was just looking for permission to follow up. He was looking for permission because all of our lives we've been trained and programmed like don't follow up, don't badger anyone, don't pest or anybody, don't be annoying and while I agree with that, you shouldn't be annoying to people. There are certain principles that if you apply them to your follow-up framework or your follow-up plan of attack, that will help give yourself permission to feel good about following up with someone, because following up with someone is a sign that shows that you care about them. So let me pull these out for you. Get your notebooks out today.

Speaker 1: 1:14

Let's talk about the principles of follow-up. Step number one, principle number one is set up. The next step what is the next step and this is something that you kind of have to do before you make the call, this is something that you have to do to before you even get on the phone with someone is what's the next step. So, if you're calling someone for a listing, what is the next step? Well, maybe you want to send them a proposal, a listing proposal. Maybe you want to send them a market report. Maybe you just plan on following up with them when they're getting out of maintenance, because you know what are your options. So I just gave you three right there.

Speaker 1: 1:50

So one option, depending on how the call goes, could be send them a listing proposal. They're interested. Another option could be send them a market report. They're not interested in selling right now, but they're curious to see what the market's doing right now. Another option would be to schedule a follow-up when something happens. So he might say follow up with me after the holidays, they might say follow up with me after it's out of maintenance.

Speaker 1: 2:11

Okay, so once you have those things, then you can go ahead and follow up that way. Sorry, one second, I just need to. Just got a message in our circle community. If you're not in our circle community, you got to check this out. This is on a circle. You go to gotheultimatejeckguycom forward slash circle. Uh, let's see live training. And so, uh, we had one of our brokers messaging like hey, I'm here for the training, where is everybody? So we didn't know where we're supposed to be. Okay, so figure out what the next step is going to be. So that way, when you're on the phone call, you have the tools ready to go. You're ready to send a market report, you're ready to send a listing proposal, you're ready to schedule. Put it in your Google Calendar. So you have what the next step is going to be.

Speaker 1: 2:53

Principle number two follow up until somebody dies or somebody buys. This is your permission, this is your opportunity now. This is your ticket or your green light to say listen, you got to follow up. The fortune is in the follow-up. Statistics show us that people don't buy or make a decision until the fifth, seventh, 10th, 12th interaction that you're going to have with someone. Anthony knows this right. Yep, call to action. Exactly, anthony appreciate it. Max, thanks for the DM, appreciate you stopping by. But we know this Most people aren't going to make a decision or take the next step unless you follow up with them at least five to 10 times.

Speaker 1: 3:34

And so what does your follow-up look like? So you have the primary next step or the call to action, which is listing report, market report. You know maintenance, but what are your secondary follow-up tools? And that's where you know email automations might come in. So you're talking with someone. They're open to be. You know you're strategic.

Speaker 1: 3:52

Now you're you're calling a specific market, you're calling the, the, the citation excels right, and you know a little bit about the citation excels. You're following the news with the Excel. So maybe you set up in your email automations. You're following the news with the Excel. So maybe you set up in your email automations. You're like, hey, can I have your email so I can follow up? They give it to you, you drop them in there and so right away, as soon as you drop it in there, it sends them. You know, hey, great, talking to you. Here's my contact information. You can save it. If and when you decide you want to move forward, then maybe a week later you have a trigger off, a news about the citation excels or what you know, some of your favorite things about the excels.

Speaker 1: 4:29

What makes the excels unique? What are some of the common upgrade paths from the excels or what? Maybe you send them, you're trying to engage them. It's an automatic email. Hey, you know, I know a lot of people came from the CJ world into the excels. Maybe you ask them what did you upgrade from? In an email form. That way you're still on their radar and you're still. You're just little touch points. It drops them into an automation so that they get emails from you now over the holidays, right?

Speaker 1: 4:55

So what are your secondary features? Uh, follow-up. So this idea of follow-up till somebody dies or somebody buys it really goes to. What is your plan for follow-up? So you, you have an initial call to action, which is, yeah, I got to call them back after they review the proposal, after the market report, after they get done with maintenance. But what's your secondary, almost ongoing follow-up? Uh, can you, can you plan something out? We can talk about that. My ability to follow up will outlast the competition yes. Calendar events remind them to follow potential clients, active clients yes. So Anthony's got it over there on Instagram. Calendar reminders are awesome.

Speaker 1: 5:33

So I want you guys to understand a couple of things. High net worth individuals they are busy, okay, and so what that means is by you going to them like that's just how this works. They're busy people. They have people that come to them to solve problems, and that's going to be important. Just a second we talk about solving problems. Number two high net worth individuals are master negotiators and salesmen themselves. So they're almost.

Speaker 1: 6:01

This is, this is your, this is how you prove yourself, this is your testing grounds. So if you can follow up with someone who's a high net worth individual and they're going to follow up game respects game if you will. And so don't neglect the follow-up, because the follow-up is part of your presentation. It's part of presenting yourself to a potential client to say, hey, I'm real. Okay, I care about solving this problem for you. I care about providing value to you. I'm here, I'm going to show up each and every day. If you show up in the follow-up, that's showing them that when it comes time for a deal, you're going to show up for them in the deal. Number three no, not number three. This is this is still under the permission. Hey, follow, follow up until somebody dies or somebody buys.

Speaker 1: 6:43

The point of follow up is that the people you're trying to connect with, they have a problem and you have a solution. That means you have an obligation to follow up, and so if you don't know what the problem that you're solving is, then you got two issues. Either one you don't understand your company, your brand, your overall like why am I selling jets? What's the problem that you're solving? And number two maybe you don't understand or you didn't do a good job in the fact finding of the call. So, like I said at the very beginning, my name is Tom. I'm the ultimate jet guide. I help you buy or sell private jets without wasting time or losing money.

Speaker 1: 7:16

So my goal, the problem I'm solving for you as a seller, is I don't want you to waste time talking to a bunch of people and I don't want you to waste time with tire kickers and I don't want you to lose any money. We want to get you as much money as possible. So how do I? You got a problem. You want to sell, you don't want to waste time. You don't want to lose money. This is how I solve the problem Now.

Speaker 1: 7:34

I just pitched that in the first call, but then my secondary follow-ups need to prove hey, I'm here to help you not waste time and not lose money. And then, secondarily, during my fact finding, I need to find out hey, why do you want to sell? What's the impetus to sell? Well, I got to sell this before the end of the year because tax purposes, or I need to liquidate this as quickly as possible, because I lost my medical and I don't want to keep holding it, because the hangers cost me $10,000 a month, or the charter company I was with went under and I just don't want to use this anymore. This has been a big hangout I want to get rid of.

Speaker 1: 8:09

So, what are the problems that you're solving for them and take ownership of them, take responsibility of them? That gives you permission to follow up, that's just it. You're afraid to follow up because you don't understand what problems you're solving, both big picture problems help them save time, not waste time and not lose money and specific problems for the people that you're talking to. Tom, I need to sell this jet now because X, y and Z. So, hey, what's up, ryan, what's up, hola, mommy? So principle number one was set up. The next step, principle number two, was follow up till somebody dies or somebody buys. Principle number three is your follow up should establish authority. Okay, you're not someone that's just like oh, please, please, please, let me sell your jet. Okay, please, I'm just going to keep calling you. Hey, just following up, just checking in. Hey, what's the story? Like, that's not it. You are establishing authority.

Speaker 1: 9:02

So it shows number one, that you're a person of your word. You do what you say you're going to do. So put the calendar reminders out there, call them. When you say you're going to call them, okay. At the same time, it also shows them like hey, listen, I am a professional. Okay, I'm not a pilot or a mechanic with a hobby. I'm a full-time jet broker. I'm here, you call me, I'm going to answer, I'm going to, let's go. So there's that. And it also shows you know you're not just you're, you're, there's a strategy behind what you're doing. You're not just calling, hoping to find somebody. There's a strategy. You're going to educate them throughout this process. Like I said, you're going to send them market reports, you're going to send them updates, you're going to send them emails that apply and provide value and we're going to talk about providing value in just a second. And lastly, it shows that you care. People buy from people that they like People like people who like them. By providing follow-up, you show that you like somebody. Time is our most valuable asset and by following up with someone, I