Latest / What is Business Development? / Episode 139: "The Follow Up Code" with Ely Delaney

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Episode 139: "The Follow Up Code" with Ely Delaney · What is Business Development?

0:03
Speaker 1: Welcome to the Business Development podcast, brought to you by
0:06
Speaker 1: the Global Business Development Association, delivering the strategies and tactics
0:11
Speaker 1: to boost your career and corporate growth.
0:21
Speaker 2: Hello BD Pros, and welcome to the Global Business Development
0:25
Speaker 2: Association podcast called what is Business Development? And this business
0:32
Speaker 2: development topic is so complex and one of those things
0:36
Speaker 2: that people really get involved in is email marketing. And
0:41
Speaker 2: a lot of the email marketing that you see out there,
0:44
Speaker 2: it's advice that teaches you to blast your list with
0:47
Speaker 2: promotions and hope something sticks. Well, that's not a strategy.
0:52
Speaker 2: That's a spam with a mailing list. And we're going
0:56
Speaker 2: to talk a little bit today with an author who
0:58
Speaker 2: has some great business development and he's going to talk
1:01
Speaker 2: a little bit about his book as well. That's a
1:05
Speaker 2: very different email marketing book than what you've probably read
1:10
Speaker 2: about before. And before we get into that, let's talk
1:13
Speaker 2: about a book that has some great marketing tactics, operations
1:16
Speaker 2: and strategy, not to mention a lot of other aspects
1:20
Speaker 2: about business development that you can find in the Business
1:23
Speaker 2: development body of knowledge. And once you read the book,
1:28
Speaker 2: then you can get your Business development Professional certification at
1:33
Speaker 2: the Global Business Development Association website at GBD Association dot org. Okay,
1:41
Speaker 2: let's jump to the book and our guest author today
1:46
Speaker 2: is Eli Delaney and his book is called The follow
1:50
Speaker 2: Up Code and you can find it on Amazon. And
1:56
Speaker 2: let me tell you a little bit about Eli. He
1:59
Speaker 2: helps professional service providers like tax strategists, executive coaches, business consultants,
2:06
Speaker 2: and other professional service providers fix their follow ups. He
2:11
Speaker 2: started his first company in nineteen ninety five in his
2:13
Speaker 2: dining room and he scaled it to three to five
2:16
Speaker 2: contracts per week within a twenty mile radius, and he's
2:20
Speaker 2: been building email canpaigns that convert more prospects to clients
2:24
Speaker 2: since two thousand and eight. He also has a free
2:27
Speaker 2: five day email course called The follow Up Fix, and
2:31
Speaker 2: it breaks down the biggest mistakes in email marketing and
2:37
Speaker 2: how to avoid them. So if you want to get
2:39
Speaker 2: access to that, you can just dm our guest Eli Delaney,
2:43
Speaker 2: the words follow up and he'll send it over to you.
2:47
Speaker 2: But let's figure out a little bit more about this
2:50
Speaker 2: follow up in The follow Up Code book that he wrote.
2:53
Speaker 2: The book is built on a simple principle. People do
2:58
Speaker 2: business with people they try, period and trust isn't built
3:02
Speaker 2: with clever subject lines or automated pitch sequence. It's built
3:06
Speaker 2: through consistent, genuine communication that puts the other person first.
3:12
Speaker 2: And this book is for solopreneurs, fractional professionals, attorneys, CPAs,
3:18
Speaker 2: financial advisors, all those professional service providers we talked about,
3:23
Speaker 2: and it helps walk them through relationships rather than transactions.
3:28
Speaker 2: And so if your prospects need trust and they need
3:32
Speaker 2: to trust you before they buy, and most of them do,
3:35
Speaker 2: this framework is built for you. So let's welcome to
3:39
Speaker 2: the show. Our guest today, Eli Delaney, Eli, welcome to
3:43
Speaker 2: the show.
3:44
Speaker 3: Well, thank you Tony for having me come hang out
3:46
Speaker 3: to hear and reading everything that you said. You make
3:50
Speaker 3: me sound like I'm smarter something. I love it.
3:54
Speaker 2: Well, you're going to be able to wow us with
3:56
Speaker 2: all of your great knowledge today, Eli, and we're going
3:58
Speaker 2: to folks. We're going to take a little bit of
4:00
Speaker 2: a departure from what we normally do. We normally dig
4:04
Speaker 2: into the book itself with our guest authors, but Eli's
4:08
Speaker 2: prepared some bad tactics that he would like to share
4:11
Speaker 2: in addition to email marketing, So we're going to talk
4:14
Speaker 2: about those today. But before we do that, Eli tell
4:17
Speaker 2: us a little bit about how did you get into
4:19
Speaker 2: business development? You know, tell us walk us through what
4:21
Speaker 2: happened after you started your company at the dining table
4:25
Speaker 2: back in the mid nineties.
4:26
Speaker 3: I'd love to hear that.
4:27
Speaker 2: And then finally, why did you write the book?
4:30
Speaker 3: Yeah? So the company, first company I had was a
4:33
Speaker 3: web and graphic design agency, and again, like you said,
4:35
Speaker 3: we started that in nineteen eighty five, working out of
4:39
Speaker 3: my dining room by myself, just trying to figure things out.
4:42
Speaker 3: And I realized that I was unemployable. I needed to
4:46
Speaker 3: figure this business thing out because otherwise I was going
4:49
Speaker 3: to have to get a job, and so I started networking.
4:53
Speaker 3: That was one of the first things. It was actually
4:55
Speaker 3: my mom, of all people, she was like, have you
4:56
Speaker 3: ever gone to a Chamber of commerce? I'm like, oh what?
5:00
Speaker 3: And so I checked it out. I ended up joining
5:03
Speaker 3: and I learned a lot there originally and back there
5:06
Speaker 3: it was back then it was a great opportunity for
5:08
Speaker 3: me because the director there basically the sales guy. Essentially.
5:14
Speaker 3: It was like, here's the thing with chambers. There's chambers everywhere.
5:18
Speaker 3: You could join everyone, and you have to put a
5:19
Speaker 3: second mortgage out in your house. I recommend you pick
5:23
Speaker 3: one maybe two where the people that you're trying to
5:26
Speaker 3: connect with are there, and you do everything you can
5:30
Speaker 3: to show up, because if you show up, people will
5:33
Speaker 3: get to know you, they will get to trust you,
5:36
Speaker 3: and they will then start doing business with you. So
5:40
Speaker 3: many people they join a chamber and think that they're
5:42
Speaker 3: going to get a ton of business out of it,
5:44
Speaker 3: but they never show up. Nobody even knows that they're there,
5:46
Speaker 3: and then they say it doesn't work for them. So
5:49
Speaker 3: you got to show up. And I took that to heart,
5:51
Speaker 3: and I went to every meeting they would let me
5:54
Speaker 3: go to, and I was the first person in the door,
5:56
Speaker 3: I was the last person to leave. I'm shaking hands
5:59
Speaker 3: left and right, and I just got to meet a
6:01
Speaker 3: ton of people. And it got to the point years
6:03
Speaker 3: later it was so funny because that same same gentleman,
6:06
Speaker 3: his name was Ray Golding. He was like he would
6:09
Speaker 3: talk to like new member meetings, which I would go
6:12
Speaker 3: to to help introduce myself to the new members and
6:15
Speaker 3: kind of help them feel comfortable and stuff, and he
6:17
Speaker 3: was like, you know, Eli's a great poster child for
6:19
Speaker 3: what works with the chamber because he, you know, he
6:22
Speaker 3: started his business, came in here and We told him
6:25
Speaker 3: you got to show up, you got to be there.
6:27
Speaker 3: And when Eli first started, he'd show up to the
6:29
Speaker 3: opening of a letter and everybody was just like, think
6:33
Speaker 3: that was funny, and I'm like, you know, they weren't
6:34
Speaker 3: really wrong, but it worked. And so that's how I
6:38
Speaker 3: grew the first business is I built the relationships and
6:41
Speaker 3: fast forward to you know, once the see even with then,
6:45
Speaker 3: I was building websites, but email marketing wasn't really a
6:49
Speaker 3: thing yet. Like having email was still that day where
6:51
Speaker 3: you you know, you had your AOL and you got
6:53
Speaker 3: the little ding you got mail and people were excited
6:56
Speaker 3: about it, where now most people hate their email. I
7:00
Speaker 3: got into starting to use it early on as a
7:02
Speaker 3: tool to follow up with people, stay in touch, and
7:06
Speaker 3: I started building these campaigns and then and it was
7:08
Speaker 3: working really well for my business. You know, I grew
7:11
Speaker 3: that too. Opening up the office, I had five employees.
7:14
Speaker 3: We were closing between three and five contracts a week.
7:17
Speaker 3: We were killing it by all intents and purposes. Then
7:20
Speaker 3: I realized I didn't like going to an office and
7:22
Speaker 3: I didn't really like my employees either, So I burned
7:24
Speaker 3: the whole thing down and started over. And that's when
7:27
Speaker 3: I got into teaching, you know, teaching marketing, but I
7:31
Speaker 3: started using email marketing as my primary tool to build
7:36
Speaker 3: the relationships and as a speaker because I got I
7:39
Speaker 3: got into speaking again. In two thousand and eight, I
7:42
Speaker 3: realized I'll get on stage and I might have one
7:44
Speaker 3: hundred people in the room and I'd have ten people
7:46
Speaker 3: at the end that are walking up to me credit
7:48
Speaker 3: card and hand, ready to do business. And people were like, like,
7:52
Speaker 3: you're doing so good. I'm like, what do you mean?
7:54
Speaker 3: Ninety people just walked out the door. I obviously suck,
7:58
Speaker 3: and because I didn't present action, it wasn't a bad thing.
8:02
Speaker 3: But I ended up starting building these follow up processes
8:05
Speaker 3: where I would get their information from stage. Hey, I
8:08
Speaker 3: have something cool I want to share with you. You'll
8:10
Speaker 3: give me your name and email address, I'll get it.
8:13
Speaker 3: I'll send it to you. And we were handing out
8:15
Speaker 3: pieces of paper forms for people to fill out and
8:19
Speaker 3: clarifying by the way, you got to make it legible
8:21
Speaker 3: or you ain't gonna get all the cool stuff. And
8:23
Speaker 3: I would get eighty five to ninety five percent of
8:27
Speaker 3: the room would fill out that form to get whatever
8:30
Speaker 3: it was I was giving to them, And so That's
8:32
Speaker 3: how I started building my email list, and then I'm
8:36
Speaker 3: following up with people with it. Hey, by the way,
8:38
Speaker 3: here's something cool that I think would be useful. Here's
8:41
Speaker 3: by the way, here's a cool book that I read.
8:43
Speaker 3: Maybe you know, let me know if you've read this one.
8:45
Speaker 3: And I made my emails very conversational, and what ended
8:49
Speaker 3: up happening was a lot of people were replying back
8:51
Speaker 3: to those. I'm getting a lot of emails where they're like, Hey,
8:53
Speaker 3: I haven't read that book, but I definitely look forward
8:56
Speaker 3: to it now, or yeah, I read that one. When
8:57
Speaker 3: I first started my business, it really helped me out
8:59
Speaker 3: and it was very very relationship focused, and I started
9:04
Speaker 3: building a reputation as Eli's the guy you want to
9:08
Speaker 3: talk to. He's always there, he's there to help you out,
9:11
Speaker 3: and he's always sharing really cool stuff. And that's how
9:15
Speaker 3: I fed my business. And so I've done that for years.
9:19
Speaker 3: And then eventually clients started coming to me and they're like, already,
9:23
Speaker 3: who's your guy? I think I see your stuff. It's
9:24
Speaker 3: really cool. Who's doing this? And I'm like it's me
9:27
Speaker 3: and they're like, cool, here's my credit card? How much?
9:30
Speaker 3: And eventually I started helping clients out and eventually fast
9:33
Speaker 3: forward to now that is actually a big piece of
9:36
Speaker 3: what I do. I basically ghost right for my clients.
9:38
Speaker 3: I interview them, I pulled, take their stories, get all
9:40
Speaker 3: that wonderful, juicy knowledge that they have in their head
9:43
Speaker 3: that we always take a take for granted, We forget
9:48
Speaker 3: how much stuff we've learned over the years, and we
9:51
Speaker 3: don't know how to portray it to other people. That's
9:55
Speaker 3: my skills, being able to pull that from other people,
9:58
Speaker 3: and so I help them with that, and that kind
10:00
Speaker 3: of leads into the book. It's actually my third book.
10:04
Speaker 3: The first two first one was on marketing, second one
10:06
Speaker 3: was on networking, and those were back in twenty thirteen,
10:10
Speaker 3: twenty fourteen, somewhere right around there, and I haven't written
10:13
Speaker 3: a book since I just hadn't been in the mood.
10:15
Speaker 3: And then more recently somebody was like, all right, you're
10:17
Speaker 3: the email marketing guy. Which are your books is about
10:19
Speaker 3: email marketing? And I was like, neither of them, And
10:22
Speaker 3: they're like, you really should write a book on that.
10:25
Speaker 3: I was like, yeah, I probably should, huh. And so
10:27
Speaker 3: I finally decided to do it, and I've incorporated something
10:31
Speaker 3: that was a personal thing with me, which was I
10:34
Speaker 3: had gotten into following Basheido, which is the code of
10:38
Speaker 3: the samurai. It's their seven virtues. So the things that
10:42
Speaker 3: you want to live by, honesty, integrity, respect, kindness, all
10:47
Speaker 3: the things that should be commonplace and unfortunately isn't as
10:50
Speaker 3: much as it should be in today's society. I had
10:53
Speaker 3: started following that on personal level, and when I started
10:56
Speaker 3: sitting down to brainstorm what do I want to put
10:58
Speaker 3: in this book, I was like, wait a minute, all
11:00
Speaker 3: these things that I have brought into my personal life
11:04
Speaker 3: on how I live my life, they really do apply
11:09
Speaker 3: to how I think about email, because I want to
11:13
Speaker 3: write with integrity. I never lie to my people. I
11:16
Speaker 3: want to talk about kindness and compassion. I want to
11:21
Speaker 3: write in a way that feels like I'm talking to
11:25
Speaker 3: them one on one and gets them emotionally invested in
11:29
Speaker 3: a conversation, no matter what that ends up being. And
11:33
Speaker 3: I started thinking about this stuff, and so that's kind
11:35
Speaker 3: of how the outline of the book came to be.
11:37
Speaker 3: And it came together really quick, and I've gotten a
11:40
Speaker 3: lot of good feedback from and I'm really happy. It's
11:42
Speaker 3: definitely not something that most email marketing books are you know,
11:46
Speaker 3: how do I write that magic subject line that makes
11:49
Speaker 3: it so I can make my million dollars on the
11:51
Speaker 3: beach drinking of my tie with my laptop and my underwear.
11:54
Speaker 3: And we all know that that's BS. People don't go
11:57
Speaker 3: for that, and people are tired of that kind of stuff.
12:00
Speaker 3: And so this one is like, this book is design,
12:02
Speaker 3: is like how do you change your thought process and
12:04
Speaker 3: how you communicate in doing that via email? Because people
12:09
Speaker 3: that understand it and get it, email is exceptionally powerful
12:15
Speaker 3: for them.
12:16
Speaker 2: It is it is. And what I love about your
12:19
Speaker 2: story here, Eli, is that you have mastered different channels,
12:26
Speaker 2: different tactics in BD. You know, you started off with
12:31
Speaker 2: networking and you say, oh, you know, people go to
12:34
Speaker 2: one or two meetings, they give up and they say,
12:36
Speaker 2: well it doesn't work. And then you shifted to email
12:40
Speaker 2: and you used other tactics. And the point is you
12:44
Speaker 2: learn to master those specific types of tactics and really
12:51
Speaker 2: leverage them because you were persistent, because you learn the
12:55
Speaker 2: craft really well and you learn how to use them
12:59
Speaker 2: at that point point in time. Each one of those
13:01
Speaker 2: changes over time, but you learn to master them in
13:04
Speaker 2: that point in time. But all of those tactics that
13:08
Speaker 2: you implemented were grounded rooted in trust. That's what I
13:12
Speaker 2: got from your story. The common denominator there was trust,
13:16
Speaker 2: and it's one of the first major chapters of the
13:18
Speaker 2: business development Body of Knowledge because this really is the
13:21
Speaker 2: foundation of all successful business development is trust building. And
13:25
Speaker 2: nobody's going to buy something from you unless they trust you,
13:29
Speaker 2: and so, you know, trust it comes down to actual
13:32
Speaker 2: neuroscience that consists of purpose, empathy, and truth. And it
13:37
Speaker 2: sounds like you hit pretty much all of those and
13:39
Speaker 2: folks you know, use different categories to label those, but
13:43
Speaker 2: at the end of the day, those trigger brain chemicals
13:45
Speaker 2: that stimulate the desire to trust someone. So this is
13:50
Speaker 2: really exciting, Eli. I can't wait to jump into the book.
13:54
Speaker 2: But you also have some other.
13:56
Speaker 3: Tactics you'd like to talk about.
13:57
Speaker 2: So let's talk about tactic number one that you.
14:00
Speaker 3: Like to share with everybody. Yeah, you know, and and
14:02
Speaker 3: it's funny because it is about the book, but it's
14:04
Speaker 3: not in the book. So the book itself is guarantward
14:07
Speaker 3: to email marketing. But one of the best things that
14:10
Speaker 3: you can do to help your business development side is
14:14
Speaker 3: to write a book. And a lot of people say, oh, yeah,
14:17
Speaker 3: you've got to write a book, got to write a book.
14:19
Speaker 3: But the question is not just are you writing a book,
14:21
Speaker 3: but what are you doing with the book afterwards? And
14:24
Speaker 3: so that is one of the things, like I have
14:26
Speaker 3: people that are are thinking about working with me, and
14:30
Speaker 3: I'm having conversations, and that trust is just barely getting started.
14:33
Speaker 3: Like they feel like they want to trust me, but
14:36
Speaker 3: there just hasn't been enough time yet. Right, It's like
14:38
Speaker 3: you got that builds relationship, that's time. And so I'm like,
14:41
Speaker 3: you know what, you should definitely check out the book
14:43
Speaker 3: and you know all sometimes some of them will order
14:46
Speaker 3: it on Amazon. Sometimes I gift them a copy, but
14:49
Speaker 3: what ends up happening with it, which, by the way,
14:51
Speaker 3: gifting a copy to somebody a good prospect is a
14:53
Speaker 3: phenomenal way to kind of get in the door with them,
14:57
Speaker 3: just say, hey, you know, I wrote this book. It
14:58
Speaker 3: really talks a lot about the stuff that we do,
15:01
Speaker 3: and I'd love for you to check it out. Let
15:02
Speaker 3: me know what you think and you come from. And
15:05
Speaker 3: that's there's a language piece to that. What I'd like listen,
15:09
Speaker 3: think about what I just said, and if you're listening
15:11
Speaker 3: to the recording on this, go back and listen to
15:13
Speaker 3: it again. This book talks about like how we think
15:18
Speaker 3: about our business and what we do. I would love
15:21
Speaker 3: for you to read it and let me know what
15:23
Speaker 3: you think. That's a listening, a request for their opinion,
15:30
Speaker 3: and people want that and people want to give that.
15:33
Speaker 3: So when we can do that, that gets them, That
15:36
Speaker 3: encourages them to go buy the book or if you
15:39
Speaker 3: give it to them to actually read the thing. I
15:41
Speaker 3: do recommend a small book. Don't write a massive book
15:44
Speaker 3: because nobody's going to get through it these days. But
15:46
Speaker 3: you know, my book, I made it small on purpose.
15:49
Speaker 3: It's like it's a smaller size book. It's only like
15:52
Speaker 3: one hundred and thirty pages. It's designed to be an
15:54
Speaker 3: easy read. But then you can use it from a
15:58
Speaker 3: standpoint of share, bring nuggets out of the book with
16:03
Speaker 3: when you know on social media, take nuggets and say,
16:06
Speaker 3: you know what, here's here's a topic in one of
16:09
Speaker 3: the chapters of the book, and this is what we
16:10
Speaker 3: went through. And you're like, hey, if you haven't picked
16:12
Speaker 3: it up yet, here's here's a link to Amazon. You
16:14
Speaker 3: should check it out. And now you're establishing that all
16:18
Speaker 3: these different things that you can do with it. You
16:20
Speaker 3: give something to somebody, and you can even send them
16:22
Speaker 3: a copy and they, you know, post it note on there. Hey,
16:25
Speaker 3: by the way, I think chapter three would really be
16:28
Speaker 3: valuable to you. Now you're establishing your credibility, but as
16:32
Speaker 3: they read the book, they start get to know you.
16:35
Speaker 3: They get to understand your process, your methodologies, your personality.
16:39
Speaker 3: If you do it right, you write it properly, they
16:41
Speaker 3: actually understand your personality and they can decide if they
16:45
Speaker 3: like you. You know, you mentioned that the trust is
16:47
Speaker 3: like we've heard the term people buy from who they know,
16:50
Speaker 3: like and trust the KLT factor. But those three things
16:53
Speaker 3: happen in a specific order. They have to get to
16:56
Speaker 3: know you first, and once they get to know you,
16:59
Speaker 3: they decide if they like you. And then once they
17:02
Speaker 3: like you, they're more likely to trust you. I think
17:04
Speaker 3: pretty much doctors and attorneys are the one that can
17:06
Speaker 3: skip that like factor. Everybody the rest of us have
17:08
Speaker 3: to work for it.
17:10
Speaker 2: Well, Eli, Not only do I like what you're saying,
17:13
Speaker 2: I love what you're saying about. Tactic number one is
17:18
Speaker 2: writing a book. You're the first one on this podcast
17:21
Speaker 2: who's mentioned writing a book as a BD tactic. We've
17:25
Speaker 2: talked a lot about books and book authors. But this
17:28
Speaker 2: is great Tactic number one. All right, what's tactic number
17:30
Speaker 2: two you'd like to share?
17:32
Speaker 3: Tactic number two is build your follow up machine. Now,
17:35
Speaker 3: this is literally what my business does. I'm helping people
17:39
Speaker 3: write their follow up processes. And when I talk about
17:42
Speaker 3: a follow up machine, is not just a basic CRM
17:46
Speaker 3: process of Okay, here's my pipeline, and I need to
17:49
Speaker 3: follow up with them every forty five days or whatever
17:51
Speaker 3: it is. But like for me, I'm working with writing
17:55
Speaker 3: emails with my clients and for myself. I wrote a campaign.
17:59
Speaker 3: I built it back in twenty thirteen and it runs
18:02
Speaker 3: for over three years, one hundred percent evergreen, one hundred
18:05
Speaker 3: percent automated. Everybody goes into it, and it's all about
18:10
Speaker 3: how do I build value? That isn't pitchy it is.
18:14
Speaker 3: It's not a newsletter people. So many people send out
18:17
Speaker 3: newsletters and they're big, they're boring. They all talk about
18:19
Speaker 3: how amazing we are, and nobody really cares talk about, Hey,
18:23
Speaker 3: here's this great book that I read that I recommend,
18:25
Speaker 3: or here's this cool video I saw on YouTube. I
18:27
Speaker 3: think you might find it valuable. You can mix in
18:31
Speaker 3: frequently ask questions should ask questions things like that as well,
18:35
Speaker 3: So you kind of sprinkling and stuff related to you,
18:38
Speaker 3: but education based, and you can have this as a
18:42
Speaker 3: library of things that you can send to people one
18:44
Speaker 3: off if you want to do it that way. But
18:46
Speaker 3: I actually recommend we have the technology build an automation process,
18:51
Speaker 3: so everybody goes into that process. And then when you're
18:55
Speaker 3: doing your manual reach out stuff, it's like, Hey, I'm
18:58
Speaker 3: picking up the phone to call and say, hey, did
19:00
Speaker 3: you get that email I sent you yesterday? And now
19:04
Speaker 3: you're calling them not to ask for the sale, not
19:07
Speaker 3: to pitch them, but to start a conversation to make
19:10
Speaker 3: sure they got the email you sent.
19:13
Speaker 2: And now I love how I love how that's kind
19:15
Speaker 2: of following in line with what you're talking about with
19:18
Speaker 2: the book. You're asking, you're sharing something of value, but
19:21
Speaker 2: then you're engaging and asking their opinion, their feedback, their perspective.
19:26
Speaker 2: And you're doing that with both of these tactics. It's
19:28
Speaker 2: really these are trigger mechanisms to engage in a valuable
19:31
Speaker 2: discussion as opposed to a transactional Hey, I'm just trying
19:35
Speaker 2: to close you as a client. So these are great,
19:38
Speaker 2: All right, let's go to tactic number three.
19:42
Speaker 3: So tactic number three is speaking, And a lot of
19:45
Speaker 3: people struggle with this one. They don't they feel very
19:48
Speaker 3: uncomfortable with it. But speaking is the number one tool
19:52
Speaker 3: you can use to drive your experience, your personality, your methodology,
19:59
Speaker 3: and all that was and that you have in your
20:00
Speaker 3: head out to other people who could potentially be clients
20:04
Speaker 3: of yours. And when we're talking about speaking, it doesn't
20:07
Speaker 3: have to be big stages. It could be speaking for
20:09
Speaker 3: your local chamber of commerce. It could be there's a
20:12
Speaker 3: lot of associations wherever your audience hangs out, go share
20:18
Speaker 3: good stuff with them. And it also means things like that,
20:23
Speaker 3: like this podcast. You know, you can get on podcasts
20:26
Speaker 3: as well. That's speaking, and so getting on podcasts, speaking
20:29
Speaker 3: on big stages, speaking on small stages, getting on masterminds
20:33
Speaker 3: where you can be somebody who can help, just give
20:36
Speaker 3: your knowledge away to somebody out that's in a hot
20:38
Speaker 3: seat that needs some help. Things like that is such
20:41
Speaker 3: a powerful way. And that's really been my number one
20:44
Speaker 3: driver for getting in front of eyeballs is speaking. Because
20:49
Speaker 3: I know I'm a great speaker. I've worked my butt
20:52
Speaker 3: off for it for many, many years, and I come
20:55
Speaker 3: walking in, going I'm going to share such cool stuff today,
20:59
Speaker 3: and I'm when I'm speaking, I'm looking for the light
21:01
Speaker 3: bulb that go on when somebody goes, I get this.
21:05
Speaker 3: I can do that because I know I did my job,
21:09
Speaker 3: and the beauty of that is I'm sharing. I'm not
21:12
Speaker 3: coming up there to pitch a product. I'm coming up
21:16
Speaker 3: there for place of sharing again, just like I do
21:18
Speaker 3: with the emails. But at the end a certain number
21:21
Speaker 3: of people will say, you know what, I think, I
21:24
Speaker 3: want your help. I've had people come up to me like,
21:27
Speaker 3: I understand you're doing email stuff, but I'm not entirely
21:29
Speaker 3: sure what that looks like. So we need to talk
21:31
Speaker 3: because I really feel like I need to work with you.
21:33
Speaker 3: So I mean, when you have somebody that literally says,
21:35
Speaker 3: I don't understand what you do, but I want to
21:37
Speaker 3: give you money, you know you did something right.
21:40
Speaker 2: Well, you certainly did something right today, Eli, and you
21:43
Speaker 2: shared a lot of cool stuff with us today on
21:47
Speaker 2: the podcast. Let me just kind of summarize for the
21:49
Speaker 2: folks listening in again. Folks, we're talking about the follow
21:53
Speaker 2: Up Code, written by Eli Delaney. He has other books
21:56
Speaker 2: check those out as well. He has some great free
21:59
Speaker 2: content you can get access to as well, but today
22:02
Speaker 2: he shared with us for free three key tactics. One
22:06
Speaker 2: is you want to get involved in writing a book,
22:11
Speaker 2: get a book out there. That's the first time somebody
22:13
Speaker 2: on the podcast has talked about writing a book. That's
22:16
Speaker 2: a great way to get the value out there. The
22:19
Speaker 2: second thing is getting the email engagement, but delivering from
22:24
Speaker 2: a position of value, not trying to overload them with
22:27
Speaker 2: pablom a newsletter just packed with stuff, but actually sharing
22:31
Speaker 2: valuable information in a sequence that really helps move the
22:36
Speaker 2: relationship forward based on trust. And then finally is speaking
22:40
Speaker 2: engagements and using those three elements can be very powerful
22:46
Speaker 2: tools to build trust and build an audience and most importantly,
22:51
Speaker 2: build a portfolio of clients. Eli, how can folks connect
22:55
Speaker 2: with you follow your work?
22:57
Speaker 3: Yeah, thank you very much. The easy way to connect
23:01
Speaker 3: with me is go to connect with Eli dot com.
23:05
Speaker 3: And Eli is with a Y, So be careful about
23:07
Speaker 3: that one. If you hit if you type it with
23:09
Speaker 3: it with an I, I think it goes to some
23:11
Speaker 3: commercial real estate dude in Kansas or something. So connect
23:14
Speaker 3: with Eli dot com with a Y, and all my
23:18
Speaker 3: social media is there, my website. You can even book
23:21
Speaker 3: on my calendar, and you had mentioned at the beginning
23:24
Speaker 3: the follow up fix my five day email series. Uh,
23:28
Speaker 3: they can actually get that on there as well. So
23:29
Speaker 3: if anybody's interested in that, that's the best way to
23:32
Speaker 3: connect with me. Get some cool stuff. Whatever questions you have,
23:36
Speaker 3: I'd love to hear from you. And by the way,
23:38
Speaker 3: if anybody happens to reach out to me, feel free
23:41
Speaker 3: to send me a direct message whatever. Tell me that
23:44
Speaker 3: you heard me on this show, because I get a
23:45
Speaker 3: lot of messages and the people who bring that up
23:48
Speaker 3: get replied too fastest.
23:49
Speaker 2: All right, that sounds great. Well, you shared a lot
23:51
Speaker 2: of cool stuff with us today, Eli was great connecting
23:54
Speaker 2: with you. Thank you so much for sharing all your
23:57
Speaker 2: great insights with us.
23:58
Speaker 3: Thank you so much, Tony, my pleasure.
24:03
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