I recently received a message from one of my clients of an amazing success story: he closed a $250,000 account in one meeting.
How did he do it? By being consistent on social media.
In this coaching video, I share Brian’s story, and the lessons you can take from it as you build your social media brand.
Resources:
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- Connect with me on LinkedIn: linkedin.com/in/andyneary/
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- Connect with me on Instagram: instagram.com/andy_neary/
Video Transcript:
This transcript was auto-generated. Please excuse any typos or grammatical errors.
In this video, I’m going to show you how a client turned a prospect who had been ghosting him for well over a year into a $250,000 win in one day. Hi, my name is Andy Neary, CEO and founder of Complete Game Consulting, where we are on a mission to help 25,000 insurance producers sell their first $250,000 of insurance.
So how did this client turn a ghosted prospect into a quarter of $1 million win? Well, let me set the stage. And for the sake of the story, we’re going to call this advisor Brian. So I get an audio note, a text note from Brian a couple weeks ago sharing this story with me. And it absolutely blew me away.
And I knew I know it changed his perspective on what his content has done for his career. You see, Brian met with a prospect well over a year ago upon a referral, and upon meeting this prospect, the prospect was very clear with Brian. They said, hey, Brian, we know we’re meeting with you. We’re willing to meet with you, but we’re going to be honest.
We’re very happy with our advisor and we have no plans of making any changes. So, Brian, you know, still completed the discovery meeting but truthfully walked out of the meeting agreeing with the prospect that they really had no desire to make any changes. And he didn’t see it going anywhere. So he let it go. Fast forward. Brian has been creating content for social media every day for the last 2 to 3 years.
You see, Brian is committed to showing up day after day, producing content that he thinks is going to be useful to his top prospects, even when a result isn’t guaranteed. Even when he knows that content may never lead to a win, but he doesn’t care. He’s going to show up day after day after day. This is one of his key ingredients to his prospecting blueprint.
And fast forward a little over a year, he gets a call from this very prospect who had been ghosting him for well over a year. Just a few weeks ago, telling him they want to meet again. So the next day, Brian walks into their office. They sit down in the conference room. Brian’s excited for the opportunity to reopen or reengage this prospect.
So he goes to the whiteboard to start talking about the opportunities available to this prospect. And as he grabs the marker to start drawing on the whiteboard, the prospect says, Brian, stop. We don’t need to see anything. We’re already bought in. You see, we’ve been watching your videos on LinkedIn for almost a year now, and we love everything you have to say.
We’re already sold. Put the pen down and let’s talk about next steps. Yeah, that’s how easy this win was. And Brian was absolutely blown away that in a matter of one day, the day before, this prospect had reached out and said, we want to meet the next day. Brian’s being awarded the agent of record letter of a quarter of $1 million of revenue.
How was he able to do that? Consistency. You see, Brian is committed to showing up every day to deliver value to his prospects, whether that be email content, social media content, webinar content, speaking content, you name it. And he does so with the attitude that he just wants to deliver value. He knows that there never may be any ROI and he’s okay with that.
But he’s committed to consistency. And that consistency is what led this prospect to reach back out and say, we’re ready to talk. In fact, we’re ready to sign on the dotted line. Day Brian had to put a lot of work in hosting six, seven, eight different meetings to make this happen. No he didn’t. He just had to be patient and let his content do the talking for a little bit.
So that’s my question to you. Are you applying the same level of consistency and patience to your prospecting? The reality is, most prospects aren’t ready to buy from you yet. So when you meet with them and they tell you, hey, we’re interested to talk, but we’re probably not going to make any decisions right now. What are you doing after that meeting?
What are you doing to make sure you are delivering value to that prospect so that you are unforgettable? You see, Brian assumed this prospect was dead. He assumed it was going nowhere. In fact, it did for over a year. But man, what? He didn’t know is they were watching. And when they were ready to buy, guess who they thought of first?
And that’s what can happen to you. If you’re willing to be consistent with content, you’re willing to consistently deliver value to your target prospects, but you’re willing to be patient, knowing you have no idea when that consistency is going to turn into agent A record. Letters in sales success. That’s the secret to top know that most aren’t leveraging.
It’s not about having the perfect script or the right network of friends. It’s about your ability to be consistent. So my advice to you from the lessons learned from Brian’s success is be consistent. Go out your prospecting with the attitude that most of your prospects aren’t ready to buy from you right now. And that’s okay, because you’re going to deliver a ton of value to their life.
And when they are ready to buy, whenever that might be, you’re the one they’re going to think of first, and you’re the one they’re going to reach out to. And it’s going to happen. But are you willing to be patient enough? Are you willing to put in the work knowing there isn’t no guaranteed result? If you are, you will reap the benefits.
Take it from Brian’s lesson. He had his doubts that his content was making any impact. But man, when he got that call from this prospect and a day later was awarded a quarter million dollars revenue, promise me he was bought in and he will be forever. So same can happen to you. Be consistent. Be patient over deliver to your prospects every single day, and you will be the one they think of when they are ready to have a conversation.
Business is no longer about who you know. Business is about who knows you. In a noisy industry like we’re in gang, you got to get people to know who you are.