BNI & The Power of One Podcast Summary
Episode: BNI 822: Business Matters 122 - Follow Up - Dr. Misner's 7/24/30
Host: Tim Roberts
Guest: Michael Martin
Release Date: May 21, 2025
Introduction
In this engaging episode of the BNI & The Power of One podcast, host Tim Roberts sits down with Michael Martin to delve into effective follow-up strategies in networking, specifically focusing on Dr. Misner's 7/24/30 follow-up model. The conversation navigates through the nuances of building and maintaining professional relationships, emphasizing the importance of timely and meaningful follow-ups.
The Importance of Follow-Up in Networking
Tim and Michael kick off the discussion by addressing a listener-submitted question from Paul in Lancaster, Pennsylvania, concerning Dr. Misner's 7/24/30 follow-up strategy. Paul seeks advice on maintaining relationships with new contacts and ensuring effective follow-up.
Tim Roberts [02:01]:
"Do you believe in that 24, 7/30 follow up for when you make a new contact?"
Michael Martin [02:01]:
"Yeah, I think it's a good schedule. You need to make sure you're doing your first follow up, whether it's a phone call or an email within 24 hours."
Michael emphasizes the significance of initiating contact within 24 hours to keep the conversation relevant and to recall important points from the initial meeting.
Dr. Misner's 7/24/30 Follow-Up Strategy
Michael elaborates on the 7/24/30 model, which outlines specific timelines for follow-up communications after an initial contact.
Michael Martin [02:43]:
"If you don't hear anything, giving it a week is a great time. But don't get rigid in 24, 7/30 if you have some other time that the person agrees to meet you on."
He highlights the flexibility of the model, suggesting that while the 24-hour initial follow-up is crucial, the subsequent follow-ups at 7 days and 30 days should be adaptable based on the interaction's context and the contact's responsiveness.
Quality Over Quantity: Effective Networking
A significant portion of the conversation revolves around the mindset shift from quantity to quality in networking. Tim shares personal anecdotes to illustrate the pitfalls of indiscriminate networking.
Tim Roberts [04:29]:
"Most of them when I go I get like ignored. It'll always be like one person."
He underscores the importance of having meaningful conversations rather than merely exchanging business cards. Michael concurs, stressing that effective networking is about building genuine relationships rather than collecting a high volume of contacts.
Michael Martin [15:38]:
"If you're just handing out cards and collecting cards and putting them in a CRM system and then tickling and following up, chances are they're the same mindset as you with very little intention of doing anything with you."
Tools and Systems for Effective Follow-Up
The duo discusses the role of Customer Relationship Management (CRM) systems in managing follow-ups efficiently.
Tim Roberts [13:53]:
"I would be recommending investing in a good CRM platform that will help you track what communications you did."
Michael Martin [08:35]:
"I was old school and put everything in an Outlook calendar... I would set a time to just start from the top of that piece of paper and go all the way."
Both speakers advocate for leveraging technology to automate reminders and organize follow-up tasks, ensuring that no potential lead slips through the cracks.
Balancing Persistence and Respecting Boundaries
A critical aspect of follow-up strategies is determining when to persist and when to let go. Michael shares insights on handling unresponsive contacts without burning bridges.
Michael Martin [09:44]:
"At some point you have to decide if it's worth your time to continue chasing somebody who is completely unresponsive."
He advises trying different modes of communication—emails, phone calls, in-person meetings—before deciding to cease follow-up efforts. This balanced approach helps maintain professionalism while respecting the contact's boundaries.
Real-Life Anecdotes and Experiences
Throughout the episode, Tim and Michael share personal stories to illustrate effective and ineffective follow-up practices.
Tim Roberts [04:51]:
"I was in sweatpants trying to buy a car, and one salesperson actually followed up consistently. I bought the car from him because he stayed fresh in my mind."
This story highlights how consistent and personalized follow-ups can lead to successful outcomes, reinforcing the episode's key message.
Conclusion and Key Takeaways
The episode wraps up with a reinforcement of the essential principles of effective networking and follow-up:
- Timely Follow-Up: Initiate contact within 24 hours to maintain relevance.
- Meaningful Interactions: Focus on building genuine relationships rather than just exchanging business cards.
- Use of Technology: Implement CRM systems to manage and automate follow-up processes.
- Quality Over Quantity: Prioritize quality connections over the number of contacts.
- Balanced Persistence: Follow up consistently but know when to step back if a contact remains unresponsive.
Tim Roberts [18:39]:
"You'll maximize that type of thing and hopefully you only go 24, 7 as opposed to the 30."
By adhering to these strategies, listeners can enhance their networking efforts, leading to more fruitful business relationships and increased referrals.
Final Thoughts
Tim and Michael conclude by encouraging listeners to engage with the podcast, leave comments, and share their experiences. The episode serves as a comprehensive guide for professionals looking to elevate their networking game through disciplined follow-up practices.
Notable Quotes:
-
Tim Roberts [02:01]:
"Do you believe in that 24, 7/30 follow up for when you make a new contact?" -
Michael Martin [09:44]:
"At some point you have to decide if it's worth your time to continue chasing somebody who is completely unresponsive." -
Tim Roberts [13:53]:
"I would be recommending investing in a good CRM platform that will help you track what communications you did." -
Michael Martin [15:38]:
"If you're just handing out cards and collecting cards and putting them in a CRM system and then tickling and following up, chances are they're the same mindset as you with very little intention of doing anything with you."
This detailed summary encapsulates the core discussions and insights from the episode, providing valuable takeaways for anyone looking to enhance their networking and follow-up strategies within their BNI membership.