Episode 90: It’s All About The Follow-Up, with Debbie Hoffman

Narrator: Welcome to the Path to Profit podcast, with your hosts Dr. Minette Riordan and Brad Dobson. …

Brad Dobson: Hi, and welcome again to the Path to Profit podcast. I’m Brad Dobson, with my wife Dr. Minette Riordan. We are having a blast in marketing merch. And today, we’re welcoming form, the Eastbay, Debbie Hoffman. Welcome, Debbie.

Debbie Hoffman: Thank you, it’s so great to be here. Thanks for having me.

Minette Riordan: No it’s so fun to connect with you. I know we’ve been trying to do this for a while … and I love this topic and I know that our audience is going to love this topic.

Brad Dobson: What’s the topic?

Minette Riordan: The topic … drum roll please … is follow up. Right? And we normally have a quote for the show and I think the only quote that we need for this show is that the fortune is in the followup.

Debbie Hoffman: Yep.

Minette Riordan: And so before we dive in and get started, people have seen your bio in the show notes and … I am curious just to have you tell us a little bit about your business. How you got started and why are you so passionate about this concept of followup?

Debbie Hoffman: Well, it’s a long story and I’ll share the Readers Digest version. So I worked on Wall Street for 20 years and then retired and came home to be with my son and to raise him. I went into the health and wellness industry in network marketing. And a woman asked me to follow up with her that I had met at a conference. And I did, of course, and it was 14 months before she said yes.
So I followed up with her for 14 months. And she called one day and left me a message and said, “Debbie, you need to teach me your system. You’re amazing at followup, I suck at it. We need to talk.” And I, to be honest, did not think anything of it. And we got on the phone and she said, “Debbie, no one follows up with me.” She runs a speakers association and she meets people all the time and she said, “You’ve gotta do something with this. You’re amazing at it. People are struggling.” And to tell you the truth, I had no idea what she was talking about.
It’s like … I had no clue that I was doing anything special and I didn’t have a clue that people were struggling with it. So that’s … I launched a business. It was really for her inspiration and her support that this business got launched. I wasn’t looking for it, but the reason I’m so passionate about it is because I’m seeing so many people struggling with this.
This is the piece of the puzzle that’s missing for so many entrepreneurs. If you don’t have a reliable followup system in place, you can never deepen those relationships and grow your business and be successful as you can be. So I’m really passionate about it because I just want to help so many people to be more confident and effective with their followups so they can reach their dreams and stay at home and be an entrepreneur and not have to go back to a J-O-B. Because I almost had to do that.

Brad Dobson: So what is a reliable followup system?

Debbie Hoffman: What it is … it’s a step-by-step blueprint that involves everything from before you even leave the house … because so many people think that followup is just calling somebody … you’re emailing them after you meet them. And that is one small part of it.
so my system starts before you even leave the house. How you’re going to prepare. What you’re going to say, for instance, if you go to a networking event and someone asks, “What do you do?” What are you going to say? Or if you have a meeting with a potential client to prepare, and then when you do meet with them, when you go to a networking event, how do you network?
How do you effectively engage people so that they wanna get together with you? Instead of like hosing them down and trying to sell them your stuff, which I find a lot of people are doing. And then how to pre-qualify people, how to handle objections, how to invite people to work with you, how to followup after they become a client, how to get referrals and testimonials. So it’s really, Brad, it’s really the entire sales process. That’s what followup is. Followup is sales process.

Minette Riordan: And I love that definition – a followup is the sales process. Right, I saw that on your website when I was looking around and it’s … people think that even that piece … so I love that perspective of the piece, from the moment you meet them until they say yes or no is followup. Because I think I was thinking of followup as everything that happens after I’ve already had a sales conversation.
But you’re backing that up beautifully and I do prepare for sales calls. Have all my rituals and things that I do. But I love that sense of, “What if I went to a networking meeting with that system in my head already, totally prepared?” Which leads me to my next question. Something that you said in your introduction is about the mindset piece. Because you said that followup is actually about confidence.
So can you speak to that, because I’m sure you can talk about organization and structure all day long, but all the steps won’t matter if we don’t have the right mindset.

Debbie Hoffman: So true. And I find one of the biggest things that stops people are those limiting beliefs. And those fears and those stories that we make up about followup. And it stops people dead in their tracks. The whole mindset shift that I coached my clients in is that followup is not about being salesy or pushy. Followup is all about building relationships. And the longer you keep in touch with people, the deeper the connection is created and the more trust exists.
And people wanna do business with people they know, like and trust. We hear that all the time, right? So when they have that mindset shift, that really makes a huge difference. And a big mindset shift is something I briefly mentioned a minute ago was about how you approach the networking events.
Most people go to networking events to sell and to get clients. And most people who go are repelled by it. They shut down. So I teach my clients about going to a networking event with the mindset of how you can give. How you can help other people. How you can build a relationship. And everything will come back in spades when you’re showing up in service to people.

Minette Riordan: So can you give an example of that?

Brad Dobson: Yeah, Tony said that twice on his podcast.

Minette Riordan: Yeah, Tony Watkins always talks about that too. I know you know Tony as well. But that sense … and I say the same thing about sales and my mentoring coach says the same thing about sales. Sales is all about service and giving first. So maybe share an example, even if it’s one of your own or client example … what does that look like when you go to networking, because we’ve all been on the receiving end of card pushers. And it feels so icky …

Debbie Hoffman: Feels so icky.

Minette Riordan: … just talk about themselves and never even ask you questions. So how do you do that differently?

Debbie Hoffman: Okay, so when I show up at a networking event, and this is how I coach my clients to do the same exact thing that I’m sharing with you now, is I just go up to people and introduce myself. I start asking them questions right away. I get very curious. I do not talk about myself until later on. And I’ll ask them about … what brought them here? Have they been to this event before? What inspired them to come?
When you ask that question, it opens up the floodgates. And they’ll start sharing a story sometimes, or just what their business is. And then I always ask, if I’ve been at this networking event before, I’ll invite them or I’ll offer to introduce them to some of the other people there. I’ll tell them how fabulous this event is. “They’re fabulous people here. Would you like me to introduce you to some of them?”
So right away I’m taking care of them and seeing how I can help them. And another thing I do is I always ask, “Are you looking for other places to network?” And they always say yes. And then I’ll offer to introduce them to the organizer of a couple of different communities that I think would be appropriate for them. And they just … like it’s love at first sight. Because here I am trying to help them and I haven’t even talked about what I do yet.
And they’re like, “What do you do? How can I help you?” They wanna do everything they can because their defenses have come down and their heart’s open and the connection is deeper in that situation.

Minette Riordan: I love that. That’s such a great example. And I particularly loved, “What inspired you to come?” As opposed to, “So what do you do?” Right? So not even asking that question, which also can throw people into that moment of panic. You can see it in their eyes. When they’re like, “I don’t know what to say!” And so asking them a completely different question is brilliant.

Debbie Hoffman: It really … it’s a very easy question to ask. “I’m just curious, what inspired you to come here today?” So they might talk about their business. They might talk about how they’ve been a stay-at-home mom forever and now they’re just starting a business. You’re gonna hear such incredibly juicy stuff that it could help you to determine if they’re a good fit for you. But that’s not … it’s not on my agenda. This comes first always.

Minette Riordan: Yeah, and I think that’s the thing. You’re listening for the different ways that you can help and that might be you and it might not, right?

Debbie Hoffman: Exactly. Exactly.

Minette Riordan: I take a different approach to this when I talk to my clients about knowing who your ideal clients is, so that when you do get the chance to talk about yourself, you can instantly create that same rapport by being able to say, “Wow. That’s amazing. This is something I could help you with.” Right? And know where to take the conversation next without, “You need to buy my services.”
But again, it’s that place of heart connection. Really getting to know people and what it is that they need and having your needs come second.

Debbie Hoffman: And the other thing is, too, when they do get around to asking me what I do, if I get a lot of lean-in … and most people go, “Oh my god, I suck at followup. Oh my god, that’s the biggest thing I struggle with.” Then I’ll get curious and ask some questions that will help me lead to whether they’re interested or not. And then if they’re a really good fit, I’ll invite them to a discovery session so that we can get to know each other better.
But I only do that if there’s lean-in and if they’re really interested. “Oh my god, I really need help with that.”

Minette Riordan: So describe lean-in for people that aren’t familiar with the terminology.

Debbie Hoffman: So people … when I share what I do. If I get a reaction from them, like I was just sharing. If they go “oh,” if their eyes roll or if they smile or they giggle and they go “Oh my god, that is like the thing that I struggle with the most.” Or “Oh, I can so relate to what you just said.” That’s lean-in. If they’re looking around the room and they’re bored, that’s not lean-in.

Minette Riordan: They’re watching, seeing who’s on the other side of the room.

Debbie Hoffman: Right. And so because of what I do, I have a very natural question that I can ask them. If they really react I’ll just say, “So I’m just curious. What’s your biggest struggle with followup.” I’ll just get curious. Or sometimes I’ll say, “So where do you find your clients?” And they’ll say, “Oh I network all the time” … if they say something that’s a struggle or a problem, then I’ll bring … I’ll ask another question.
So I’m very strategic with the questions I’m asking, but just from a place of curiosity.

Minette Riordan: Yeah and they usually describe the giant stack of business cards that they haven’t looked at in five years …

Debbie Hoffman: Right, right.

Minette Riordan: I was at a client’s house the other day and she had a stack of 50 sets, stapled, of handwritten notes of people that needed to be followed up with that weren’t in a system of any kind, right? So it’s just … there’s so many different directions that people can go.

Debbie Hoffman: She’s a perfect referral for me, just saying.

Minette Riordan: Yes, absolutely, she is. And she’s totally coachable and knows that she needs better systems, right?

Brad Dobson: So I have a different question. I actually did see a quote about followup. And I think I know the answer to this, but for someone who’s out there … they’re spending a bunch of money to generate leads or to travel to conferences and all those types of things …
How much does it cost to do good followup?

Minette Riordan: In terms of …

Brad Dobson: Well how much do they have to pay out to do all the things that Debbie’s talking about?

Debbie Hoffman: It’s free. You just pick up the phone and call people.

Minette Riordan: [crosstalk 00:12:43] You were asking a leading question.

Brad Dobson: Yeah.

Debbie Hoffman: I was like, “Is this a trick question?”

Minette Riordan: I know.

Brad Dobson: The quote was, “The best thing about followup is that it’s free.”

Debbie Hoffman: It’s free. Yeah I have that quote somewhere. So it’s really all about knowing what to do and what to say. And I was just on the phone with a client today who did one of my upper-level group programs, and I always do a survey after the program’s over. And one of the things that she said was, she is so much more confident now because she has a system, she knows what to do and what to say.
And now when she invites people, or asks them a question, “Can I follow up with you? Or when can I follow up with you?” These are questions she didn’t ask before and now she’s just so much more confident asking these questions, whereas before, she would’ve just walked away.

Minette Riordan: Yeah, I love that. I think the confidence is crucial and it’s making me think … so in February, our whole month was about productivity and we had a lot of great conversations around time management and productivity and structure versus flow, all these different things. So I think, if I’m listening to you, having a followup system is gonna save me time, right? It’s not only gonna make me so much more money, but talk a little bit about how it will actually save you time.

Debbie Hoffman: Okay, so when I say system, there’s two parts to it. One is the technology where you actually store everyone’s contact information and categorize them or tag them, and then set reminders for the followup. So that’s the one kind of system and it’s essential. So for all of you listening, if you don’t have a CRM, please get one. I have vetted several of them, and if you want to see what I’ve put together, I have a document, so you can just email me at debbie@powerupyoufollowup.com. So debbie@powerupyourfollup.com. So that’s one system.
Then it’s the knowing what to do with it, which is where I come in. So it’s knowing how to prepare what you’re going to say when you go to a meeting or when you go to a networking event, when people ask, “What do you do?” It’s the step-by-step blueprint that I mentioned starts way before you even meet the person for the first time and lasts long after they become a client.
So when you have a system, the technology and then the know-how, it’s gonna save you so much time. You’re gonna be so effective and so efficient. That’s what my clients are saying. “I know what to do now. I don’t need to re-create it.” The thing that people struggle with is they don’t know how often to to call. Within what timeframe …
They just don’t know because most people haven’t been taught these skills. They’re passionate about their business and what they do and the service they provide or the products they offer, but they just don’t know the step-by-step …

Brad Dobson: Sorry, these are things that larger companies have down to a science, in terms of how they use their CRM for their sales people and specific followup calls grips and all of these things. But you can do all of that on your own and do a really effective and heart-based approach to it without that much infrastructure and without that much effort.

Minette Riordan: And you’re speaking our combined language here. It’s the technology, plus the know-how, plus the mindset, right?

Debbie Hoffman: Right.

Minette Riordan: Those are the three pieces that when they’re in place, it becomes very effortless.

Debbie Hoffman: Yeah.

Minette Riordan: Also do you find that once people implement a followup system … for me, it has to be emotionally freeing as well. One of the things that Brad and I talk about a lot is open loops in our business. And followup creates these huge open loops. Like I have one right now that she’s on my list to follow up again today, that we’ve had the consult, I’ve done some followup and it’s time to have that touchpoint again. Because it’s taking up emotional and mental space of wondering and “Why isn’t she calling back?” So maybe speak a little bit to how this system … it eases so much more than just time.

Debbie Hoffman: Yeah, I love what you just said because when you don’t have a yes or a no from someone, there’s this energy that’s going out constantly. It might not be conscious, but there’s this energetic drain. “Are they interested? Are they not? Should I call them? Should I not?” And so I always make it so safe for people to say no. When you have a system and you know what questions to ask, and that you’re okay with getting a no, that it doesn’t mean …
This is the mindset. It doesn’t mean anything about you. It’s just not the right time or not the right fit or whatever. It’s not something you need to take personally, but most people do take it personally and they fear the rejection. I’ve been talking with some new clients who just came on board, and that’s a big thing … They’d rather not call than to get the no.
It’s really great to get clarity …

Minette Riordan: … long time to get over that, right? I’ve been in sales for 17 years, and when I … so my last business, I think you know, I owned a publishing company. I had a parenting magazine and I sold advertising. And I don’t know that I ever minded the no because it never felt personal. But then when I started my coaching business, where all the sudden it felt like I was selling me, personally, it did feel different. And that no felt very different and it took me a little while to really find that magic place of not taking it personally. So how do you help people get over their fear of rejection?

Debbie Hoffman: Such a great question. And I have this little process I go through now when someone says no, I just thank god and just say thank you, and I wonder who the next perfect client is going to be for me. Because there’s a reason … it wasn’t meant to be. And it’s a blessing. Maybe they were going to be a challenging person to work with, maybe it just wasn’t the right fit. So for me now, it’s like a seed dies and then a seed is born, right?
I just get curious and playful about it, like, “Wow, I can’t wait to see who my next perfect ideal client is gonna be.”

Minette Riordan: I love that ’cause when you have that perspective of the no being a good thing, it also makes sure that you’re only saying yes because you have just as much right and control to say yes to a potential client …

Debbie Hoffman: Exactly.

Minette Riordan: Or a potential person in your down line, if you’re building a network marketing company. Remembering that we have the choice too. It’s a two-way street.

Debbie Hoffman: Exactly.

Minette Riordan: And I don’t know about you but I’ve certainly made some mistakes where I’ve said yes to the wrong people.

Debbie Hoffman: Yes.

Minette Riordan: Or I let them say yes because I needed the money at the moment, and it didn’t work.

Debbie Hoffman: No, I don’t do that anymore. I follow my intuition. If I don’t feel that it’s a good fit, I’ll let them know in a kind way that it’s not the right fit. Because we do not wanna waste our energy and have that headache of working with a client that’s not the right fit for us. I’m very clear now on who I wanna work with and it has to feel good energetically.

Brad Dobson: I really love your approach to being accepting and happy about the now, because it has two parts to it. And I don’t know if everybody heard that. One is the letting go part and … well actually, three parts. There’s the immediacy of where you are and then there’s the future part of looking forward to what’s coming up next.
And I think that’s really cool because you’re not being weighed down by what happened, why you got a no, what’s involved with that or any judgment about it. And then you’re reinforcing that by having this future view of how that is going to free you up to do the next thing. To have the next yes. I like that.

Debbie Hoffman: Exactly, exactly. And you know, it takes practice. I wasn’t always that way. And it’s like anything. It’s the new muscle and the more you observe your thoughts and catch yourself and then change the direction, it’ll build that muscle and over time, it will be your automatic place to go. And now it’s like, I wonder who … I get into this place of wonderment. “I wonder who my next amazing client’s gonna be. I can’t wait to meet my next amazing client.”
So it takes the sting out of it. And then the other thing too, and this is just an aside, but this could be very helpful for the fear of rejection and helping people to get over it, is just saying, “I totally get that this is not the right thing for you, or not the right time, or whatever, I’m just curious, who do you know who is struggling with …” whatever problem it is that you solve “who could really benefit from working with me that you could introduce to me?”
So you ask for a referral … and most people don’t do that.

Minette Riordan: How did you know that, my psychic friend. Let’s talk more about referrals.

Debbie Hoffman: Oh my god. So referrals. Where do you want me to start because there’s so much I could say …

Minette Riordan: Continue with what you were saying before I loudly interrupted you …

Debbie Hoffman: Okay, so I’ll finish with that. So most people, when they hear a no, they go into the victim … “Oh, she said no.” Or “He said no.” And they start feeling bad and making it mean something about them. So if you go right into asking for the referral because just because they’re not the right fit doesn’t mean that they’re not gonna know people who would be.
So I recommend that you be very specific on the kind of people, or kind of struggle or problem that they’re having. So you don’t just say, “Who can you refer to me?” That’s how a lot people ask for referrals and it gets no where. I would say, “Who do you know who’s really struggling to get clients? And they don’t have a followup system in place and they really wanna grow their business.”
So go into the struggle, the pain, the problem that they’re having and “Who would love to have a thriving business and have more confidence and know how to network more effectively” – whatever I’ll say I’ll mention a few problems and a few solutions. And I make so juicy that they sometimes turn around and go, “Well, I need that.” So if you share that clearly, they might actually turn around.
But if not, it’s okay. You just wanna ask them, “Can you think of anybody right now … does anybody come to mind right now?” And most people don’t do that either. They just say, “Please let me know if there’s somebody that comes up.” But just ask, “Is anyone coming up for you right now that you think would be a perfect client for me?”

Brad Dobson: That’s so key.

Minette Riordan: I’m not doing that. I’m listening to you going, “I’m not doing that.”

Brad Dobson: We talk on this podcast so often about ideal client, and I hope everybody could hear how clear Debbie was about her client when she was asking that possible referral source. That referral source can’t refer somebody unless you’re really clear about what it is you’re trying to get people to refer for.
And that doesn’t … you don’t have to be a coach. This could be selling your art. This could be selling your music. Say you’re a musician and you’re doing EDM or you’re doing slap-key guitar, well you have actually said, “This is the type of music,” otherwise people don’t understand. So to get that referral you need to be inside the head of your ideal client and show that to the referrer.

Minette Riordan: Yeah, we tend to work with a lot of creatives in the Path to Profit Academy that are selling art. That are graphic designers. Some of them are selling services. So how does this work for someone … I think the art example’s a great one. How does this work for someone who is selling a product over a service?

Debbie Hoffman: It’s the same thing.

Minette Riordan: Duh. Right? It’s so simple.

Debbie Hoffman: It’s the same thing. So with a product, you’re not focusing on you and the service you’re providing. You’re focusing on the benefit that the product offers. And the biggest mistake I’m seeing people make when they talk about what they do, when it comes to a product or a service, they’re focusing on the process or the name of the product or the ingredients of it. It’s just … people are not leaning in.
So it’s all about the benefit, the result, the experience that people will have using that product. What’s in it for them? Right? It’s always gotta be: what’s in it for them?

Minette Riordan: So I’d like to maybe shift directions a little bit and talk a little bit about the technology piece. ’cause I think, maybe also creatives in particular, and people who aren’t super tech savvy don’t understand how much of the process can be automated. And doesn’t actually always have to be them.
So part of having a Customer Relationship Management or CRM system is so that you can actually automate some of your followup without it feeling salesy or like it’s not really you, correct?

Debbie Hoffman: Yes, and there’s two parts. There’s the CRM, which is really the part where you are putting your contacts information, keeping notes and tagging them with where you met them. Or if they’re interested or not or where they are in the discovery process. Then there’s the email marketing system that takes care of the automated emails that go out.
So you wanna have both parts so that you can cover both bases. So with CRM, your individually calling and individually emailing. With an email marketing system, it’s a group. So it’s really good to have both. It’s critical to have both.

Brad Dobson: That’s why we have Entreport because it does all of that.

Debbie Hoffman: Exactly. Exactly.

Minette Riordan: But we love Entreport and can probably use the CRM piece more than we do currently, which is on me to learn the tech piece of that, right? ’cause he’s the tech-wiz, and I know that you said people can email you at debbie@powerupyourfollowup.com to get some of your recommendations, but for somebody who’s brand new to doing this – maybe they’re building a network marketing team, what CRM would you recommend they start with, that’s user-friendly … because some of them are so big, have so many bells and whistles, it’s too much engine, right?

Debbie Hoffman: Yeah, there’s a few that are in this document. My recommended CRMs that are really affordable, from $10 to $20 a month and there’s one in there that specifically was designed by someone from the network marketing industry, so it’s really great to use that one. And what I love about it is that you can store or upload all of your email templates in there. And then when you have a team member that also signs up for the system, they automatically get all those emails uploaded into their system.
So network marketing’s all about duplication and I had 20 years experience in that industry so I know it inside and out and I really work with a lot of people in the network marketing industry. It’s really helpful, again, for people to know what to say and when to send things out and what to say in the emails so they don’t need to recreate the wheel.

Brad Dobson: I can’t stress enough how much this type of automation can help you. If you’re going to be old school … maybe you’ve got your day planner and you’ve got your contact information in there and that works for you, but gosh, these systems … you can set it up to scan business cards, set up new contacts. They’ll give you reminders. “Hey, do this now.” And you don’t have to remember to do that. You don’t have things falling through the cracks.
The old school method works until you’ve got maybe 10 or 20 people that you’re trying to work with at once. After that, forget about it. Whereas these systems, they can be as big as you want them to be. And they can be your brain. They can take all of those open loops and pull them in the technology and you’re not having to worry about these things.

Debbie Hoffman: What I’m finding is that people who are not using a CRM are just not making the calls. People are slipping through the cracks ’cause you can’t keep all that stuff in your head. You just can’t. And my clients who are using it, they’re sharing with me that they’re following up more consistently. They’re not giving up as soon and they’re building deeper relationships. And they’re getting more clients. And their life is so much easier.
I have reminders coming up for people I spoke to … it was back in April or May when I invited them into my group program and the timing wasn’t right for two of them and they asked me to follow up with them when my next program was starting, which was in December.
So in November, I followed up with them. The reminders came up. There’s no way I would’ve remembered that. And they both joined the program. And I followed up with one of them nine times and one of them five times. And they both thanked me for not giving up on them. And they’re so happy to be in the program. So followup is all about building relationships. And when you have a system in place that automates everything for you, you’re going to be more consistently in touch with your prospects and a deeper connection, deeper relationship will be created. That’s what followup is all about.

Minette Riordan: I love that.

Brad Dobson: That’s great.

Minette Riordan: What’s your favorite CRM? What do you use personally?

Debbie Hoffman: Well I use InfusionSoft but that’s not right for everyone. But Entreport’s been a really great one for people who are just getting into the email marketing part and the CRM … but there is a bunch of really good ones. But it just all depends on what people want. I always hesitate to answer that question, “What do you recommend because everybody has different needs.

Minette Riordan: Sure. That’s why I didn’t ask what you recommend, just curious what you use personally. And we don’t ever recommend InfusionSoft or Entreport for people that are just starting out.

Debbie Hoffman: No, no. And I didn’t start with this. I started with one email marketing system and one CRM and now I’ve combined them and it makes life so much easier. And there aren’t many that combine both. There aren’t many.

Minette Riordan: I think that’s the secret. So Debbie, this was so great. I took so many notes. And I think, between us, what we’re see … it’s technology plus know-how plus mindset, that this is the key to the followup strategy. And if you don’t even know where to start, I cannot highly recommend that you follow up yourself with Debbie.
I have known Debbie now for … probably two or three years, right?

Debbie Hoffman: Yeah.

Minette Riordan: At least three years, I think.

Brad Dobson: If you put her in a contact database, then you’d know.

Minette Riordan: Personal contact. Maybe I need a friendship database in my CRM to reach out and connect and follow up with people as well. Thank goodness for Facebook Messenger.

Debbie Hoffman: Exactly, exactly.

Minette Riordan: My point is is that Debbie is a wealth of information. I know so many people who have worked with her personally and they’re having so much success. So Debbie, if people are interested in learning how to power up their follow up, where can they go to get more information?

Debbie Hoffman: Well I have a gift that I’d like to offer to everyone. And it’s my free guide – Four Secrets to Power Up Your Sales Without Being Salesy because that’s my whole philosophy. Underline that, not being salesy. And you’ll receive four great tips in there, steps that you can take right away that you can implement right away to grow your business. And you’ll also receive a weekly video tip on Followup Friday.
So every Friday, you’ll get a very short video tip, something, again, that you can implement right away. So it will keep followup top of mind for you. So if you’d like to request this, go to powerupyourfollowup.com/freeguide. G-U-I-D-E. One word. Freeguide. Powerupyourfollowup.com/freeguide.

Brad Dobson: We’ll have that in the show notes too.

Debbie Hoffman: Great. And then for those of you who are listening … you’re just not getting enough clients. Your business is not growing the way you want to and you know that followup is an issue for you, I’d love to invite you to sign up for a free session, “Convert More Prospects into Clients Breakthrough Session.” And during this time, we’ll explore where you want your business to go. What’s been getting in the way.
I’ll identify three key areas that I think need work from my perspective, and then if it’s a good fit, we’ll discuss how I can support you. And if not, you’ll walk away with three areas that you can work. So to request this go to powerupyourfollowup.com/session. S-E-S-S-I-O-N. Powerupyourfollowup.com/session.

Minette Riordan: Beautiful. And we’ll have all of that in the show notes. And last, but certainly not least, we know you have a live event coming up … so tell us a little bit about your May event so people can come and meet you in person.

Debbie Hoffman: Well, May 4th, thank you. May 4th through 6th in Pleasanton, which is the east bay of San Francisco. I’m having a three-day live event, Power Up Your Follow Up Live – How to Attract More Clients Without Being Salesy. There’s a theme here, right?

Minette Riordan: Wow. And so I just wanna comment and compliment you and acknowledge that too. That consistency is key.

Debbie Hoffman: Thank you.

Minette Riordan: There’s a theme and it’s on purpose and it’s beautiful.

Debbie Hoffman: Because it’s the biggest thing that stops people from following up is the salesy, pushy thing. I’ve talked to hundreds of people and this is what comes up. So during this event … this is not going to be an event where you’re sitting and taking notes. You will take notes, but then after every teaching, you’ll be implementing and practicing and role-playing with people in the room.
And so you’ll walk away with how to powerfully share what you do so you do get that lean-in. We’ll be doing networking exercises, so you’ll learn how to network more effectively. We didn’t get to go into as much as I had hoped about the referrals, but you’ll learn how to powerfully ask for referrals and how important they are to growing your business.

Minette Riordan: We’ll have you back again.

Debbie Hoffman: That’d be great because that could be a whole call, a whole podcast just on referrals. ’cause most people are not consistently asking their clients for referrals. So you’re going to walk away with, again … you’ll be introduced to my step-by-step followup system and the people there are amazing, the community that’s created, the support. People do business with each other. They refer people to each other.
And so, to get more information on that event, just go to powerupyourfollowup.com/live. Powerupyourfollowup.

Minette Riordan: Again, the theme.

Debbie Hoffman: Exactly.

Minette Riordan: That’s awesome, Debbie.

Brad Dobson: Good stuff.

Minette Riordan: And we will have all of those links in the show notes. And thank you for taking time out of your busy schedule to connect with us and share all the brilliance. The fortune is in the followup, people.

Brad Dobson: And it’s free.

Minette Riordan: And it’s free.

Debbie Hoffman: It’s free. Thanks so much for inviting me. It’s been so fun being here with both of you today. I really appreciate you inviting me.

Minette Riordan: No, we’re happy to have you and I appreciate the depth of information that you shared and I wanna encourage people to follow up with you. No pun intended, at all. But it’s so hard to figure out this stuff on your own, right? We are such big fans of investing in coaching and training for those pieces that we don’t do well. And this is a tricky piece, even if you think you’re doing a good job of followup, you probably could tighten it up a little bit and it’s amazing just by shifting and automating some of those systems, how your bottom line can totally increase from that …

Brad Dobson: Yeah, you gave me some ideas.

Minette Riordan: Super, super awesome.

Debbie Hoffman: These are easily learnable skills. It doesn’t have to be that hard. It doesn’t.

Minette Riordan: But we don’t know what we don’t know.

Debbie Hoffman: Exactly, exactly.

Brad Dobson: Great stuff.

Minette Riordan: And I love that you combine the mindset piece. I think that’s so so important. So, Debbie, thank you, thank you, thank you. I appreciate your time. I’m Dr. Minette Riordan with my husband, Brad Dobson. We are the co-founders of the Path to Profit Academy and we’ll see you on the next show.

Brad Dobson: Bye guys.

Debbie Hoffman: Bye, thanks so much.

Narrator: Thanks for listening.