Using a Follow-Up Card File
Now, we’ll share the most important tools for building and maintaining a warm list. Pay attention to this advice, follow it without deviation, and you’ll likely wind up among the big-money earners. In a very short time, this method will enable you to have more prospects than you have time to call.
Purchase a twelve-inch-long card file cabinet. In addition, purchase twelve dividers, one for each month and thirty-one numbered dividers for each day of every month. Index card dividers can be purchased already labeled and numbered. Then purchase several hundred index cards and write the name of one warm market prospect at the top of each card. Next to each name, write his or her telephone number. Beneath the name on the left-hand side of the card, write the heading words “date last contacted.” On the right-hand side, write “actions and results.” Every time you obtain any person’s name and telephone number, especially new people you’ve just met or prospected, create a new card. Of course, for computer buffs, there are software programs for organizing and following up on leads. What matters is that you have a system for keeping track of your prospects.