If You're Not First, You're Last — The Call

The Call

So, let’s talk about exactly how you are going to start reactivating your power base. How to make the call and what exactly you might say something like this:

“John, Grant Cardone here. Just thinking about you and wanted to catch up. How are things? What are you doing now? Tell me about the family, the house, the job?” This usually prompts your contact to ask what you are doing; at which point, you tell them and emphasize how excited you are about it. Do not, under any circumstance, mention or discuss or get involved with a conversation about how bad the economy is. No one needs more bad news!

Take the time during the call to collect data and update your files: E-mail and postal addresses, phone numbers, family and employment changes, etc.

The second part of the call’s purpose is to set up a time to meet in person.

“Let’s catch up this month over lunch. When is good for you?” You must commit to and set a time to meet with the person you’re calling, because this will bring about two subsequent actions: filling your schedule and making personal contacts. Again, your purpose here is not to sell; it is simply to make contact, reestablish a bond, collect data, and set up a future meeting.

Follow up your reactivation call by sending out a letter or e-mail that same day. Do not wait until tomorrow. Build the habit of doing everything you can now to establish a discipline of taking massive action. End the call with something like, “Great speaking with you. I look forward to catching up with you in person.” This call and a mailing will then be followed up with a personal visit—whether or not you get a commitment to a future date to meet.

Either put the time you both agreed to meet on your calendar, or schedule a date for a personal visit.

Remember, these people already know you. They will probably want to reactivate as well and help you if they can. In fact, these people will admire you for reaching out to them—and will realize that this is exactly what they

should be doing, too.

Here are a few very important do nots to keep in mind when reactivating

your power base: 1. Do not qualify the list.

2. Do not worry about what these people are going to think because you haven’t been in contact for some time.

3. Do not be reasonable with this action.

4. Do not try to make this a sales call.

5. However, do not forget that you are selling. The mere action of reactivating means you’re selling.

6. Do not judge the results of the contact.

Your goal is to do everything possible to reconnect with the people you know, connect with others, network, and get people talking and thinking about you again. Any attention is better than no attention. The more people you know, the more likely you will survive—and succeed! So get going on your list of reactivations, and fill your calendar with appointments with everyone you can possibly think of.