3 Authentic Follow-up Tactics for Setting More Appointments | Tom Ferry Podcast Experience

The Tom Ferry Podcast Experience

Tom Ferry

Education, Self-improvement, Business

4.8 • 1.1K Ratings

🗓️ 31 July 2025

⏱️ 10 minutes

🔗️ Recording | iTunes | RSS

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Summary

Authentic follow-up — that’s how you set more appointments. If you’re in your head, spewing commission breath, or trying too hard, people are going to tell. So, how do you make sure that you show up to the phone every single day prepared, relaxed, and on your A-game? That’s what Tom and his brother, Matthew Ferry, are talking about in this episode of the Tom Ferry Podcast Experience. You’ll learn three authentic follow-up tactics that will help you set more appointments without ever making the conversation awkward. Because when you approach every conversation with authenticity, people actually want to work with you! This is a quick, tactical episode that you need to watch before your next prospecting call. So watch it now, take notes, and commit to more authentic follow-up!

Transcript

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0:00.0	There's a really good chance you're losing more money because you're doing your follow-up
0:04.0	in a way that actually repels the customer and doesn't bring them in. So today, we're going to talk
0:09.4	about three things you can do to improve your follow-up book, way more appointments, and ultimately be of service.
0:15.8	So here's the thing, entrepreneurs, leaders, salespeople. We all want to create consistent, repeatable and scalable ways to grow our business and our income.
0:23.6	And we want to do it better, faster, and more seamlessly.
0:26.6	Why?
0:27.6	So we can actually enjoy our lives,
0:29.6	take vacations and spend the quality time we want
0:31.6	with the people that we love.
0:33.6	How do we do all this without spending a fortune
0:35.6	or running ourselves ragged?
0:38.3	That's the big question, and this show is dedicated to the answer.
0:42.3	Hey, so Matthew, in today's day and age, with interest rate volatility, with just some parts of the country in the world with the consumer sentiment. Sales cycles have just become longer. People are more accustomed to, hey, you're ready, let's start.
1:00.0	And now it seems like, you know, we're celebrating that we've followed up with a client for 18 months, two years, three years, four years.
1:06.0	But oftentimes what people will say to me is I just, I don't know what to say if I just
1:12.7	am having the same sort of conversation over and over again.
1:15.1	Is there something I could do that's better and different in month 18 to keep that relationship
1:19.6	connected so when it's time for them to convert, I'm their guy or gal?
1:22.9	I think that the main thing that I would suggest is that you do something that I call
1:26.8	giving the gift, which is finding out, don't worry about the real estate part. Because the real estate part is going to, it's assumed. Yes. How can I make a difference for this person? So I want to know, like, what are you excited about this year? What do you guys? Do you have any plans? Are you going to go on vacation? Are you going to do something special with the family this year? Do something that, and have this be a part of your process, maybe every third or
1:50.1	fourth calls. But, you know, the other calls, you can call and say, hey, I just want to let you know
1:54.5	this thing just happened in the market, right? Hey, heads up. Just want to let you know, like,
	...

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