It doesn't work that way. You know, you're building the relationships, you're building the trust. You're, you know, you're still in the dating phase. Maybe you're being serious now, but you're still in the dating phase. And so for, for me, what has been a constant is being extremely regimented. I do the follow-ups, my day is extremely detailed. I wake up, maybe we'll know, 4:45 AM. I'm at the gym for a 5:15 AM class. Having that just kind of sets my day and my framework. I manage all of my follow-ups first thing in the morning. Because by the time the afternoon comes, things start piling in. So all of my follow-ups are first thing in the morning and that includes the new business as well. Um, I also believe in the 5, 5, 5, and 5, so five follow-ups five times a day times, you know, the number of clients that you have and prospects, and you're just following up by the end of the month, you've already touched 20 additional contacts, 20 additional prospects without even having to think twice about it, right? So, managing those incremental changes on a daily basis and catching in as our partners come in, while I'm in the meetings, we're automatically sending emails over artwork and designs for them based on, you know, the projects that we see come across and doing that, that also helps because, by the time I come back to my desk, I'm going back through my emails right? So I put it to the side and I'm like, I'm going to do this. No, you make it part of what your standard is. This is my standard. I'm going to take care of this right now in this meeting. And then I'm going to flag it for follow up and then it's done. And it's out of your head. I think that was the big key. The other thing that happened. That I am thankful for in 2020 was learning to block out the noise. You know, I think a lot of times we're so worried about succeeding and failing and you're paying attention to all these other things that are happening, especially in the competitive space that we're in. Well, this company is doing this and this company is doing that. Just being able to block out the noise has been hugely successful for us in Intandem where I know what our goals are. I know where we're focused and we're going to remain. Just hone in on what we're trying to accomplish and stay on that path. Obviously paying attention to what's happening in the marketplace, but just really, you know, blocking out the noise. And the last thing that I would say. Just continue to challenge yourself. One of the things that I have learned over the years is just to never stop learning. If you guys check out my feed, you check out what I'm doing on Instagram, LinkedIn, everything within that is about learning. Last year. I finally, after 22 years, got my CAS and MAS I did more courses last year than I had ever done because I'd never experienced anything like this. And it was both in industry and outside of the industry. But every year, by learning, you're connecting all these different things and thought patterns, and it's just making you stronger and stronger. So, you know, those would be the three is: set a schedule, be very diligent about it. Block out the noise. Don't listen to everybody else and continue to challenge yourself. And, continue to challenge yourself. Marshall Atkinson Are you measuring? Like how many calls you make a day or your closure rate? Or what KPIs are you using? Especially when we're working toward our goals? Cause I'm a big goal-setter and I worked backward from that and that kind of stuff. How do you do it? Sara Webb So we use a system called PipeDrive. So PipeDrive enables us -- it's a CRM system and it enables us to see what our closure rate is. When we last followed up to track the follow-ups, where it is in the pipeline. And also what's really cool is it shows us our probability. So based on the different buckets, it shows us our probability of closing. So this helps me from a managerial perspective. What do we have in the pipeline? And what do we not have in the pipeline? So, to answer your question, as I see more and more things closed, the expectation with the sales team says, okay, what are we bringing back into our pipeline? What events are attending?
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