Overview of Fight Club
The Fight Club stage in the selling system is where you place qualified leads or referral partners that you are actively trying to close or obtain your first referral from. After conducting a formal meeting with a lead or referral partner and determining that they align with your criteria for business, they move from the Help List to the Fight Club if not closed in the first interaction. This stage is focused on continuous engagement and strategic follow-ups to build trust and push toward closing the deal.
Fight Club Follow-Up Strategy
1. Thank You Message (Within 24 Hours)
Action: Send a personalized thank you message shortly after the initial meeting. Purpose: Reinforce the connection and show appreciation for their time.
AI-Powered Tip: Use AI tools to create customized thank-you messages that recap key points discussed in the meeting and emphasize your commitment to their needs.
2. Gift or Marketing Content (Within 48 Hours)
Action: Send a small, thoughtful gift or targeted marketing content.
Purpose: Keep your interaction top-of-mind and add value without being pushy. Examples: E-books, articles, branded materials, or useful mortgage tools.
AI-Powered Tip: AI can suggest the type of content or gift based on the recipient’s preferences and interests highlighted during the meeting.
3. Personal Trigger (Add on Social Media)
Action: Connect with the lead or referral partner on social media platforms. Pay attention to common interests or life similarities.
Purpose: Engage with their content and build a personal rapport outside of formal communication.
AI-Powered Tip: Use AI-driven insights to monitor their social media activity for opportunities to engage or comment on relevant posts.
4. Business Triggers
Action: Share relevant updates or success stories that demonstrate your industry expertise and reliability.
Purpose: Strengthen your credibility and remind them of the benefits of working with you.
Examples: Recent success stories, case studies, or testimonials from satisfied clients.
AI-Powered Tip: AI can analyze your past interactions and suggest the most impactful pieces of social proof to share.
5. Ask for Next Meeting
Action: Propose a follow-up meeting to discuss their needs in greater detail or address any lingering questions.
Purpose: Keep the momentum going and stay actively involved in their decision-making process.
AI-Powered Tip: Use AI scheduling tools to find the best time for both parties and automate meeting reminders.
Asking for the Business
When the time feels right, transition from nurturing to closing by asking directly for the business. Here are suggestions for how to phrase this approach:
Prospect: “What’s stopping us from getting started?”
Referral Partner: “Have I earned your next referral?”
Handling Objections
Anticipate and prepare for common objections that may arise in the Fight Club stage. Here’s how to address some of the most frequent concerns:
1. Money/Rate/Fee?
Highlight the value you provide and how your offering compares to competitors.
2. Competition
Emphasize what sets you apart, such as personalized service, faster response times, or unique offerings.
3. Just Shopping
Share insights that guide them to make informed decisions, positioning yourself as an advisor rather than just a salesperson.
4. Timing Isn’t Right
Stay patient and flexible, offering solutions that fit their timeline.
5. Not the Decision Maker
Ask if you can present your case to the actual decision-maker or provide resources for them to share internally.
Leveraging Events for Relationship Building
Action: Invite the lead or referral partner to join you at upcoming events. These can include:
Personal Hobbies: Sporting events, community activities, or networking mixers.
Professional Events: Industry conferences, workshops, or training sessions.
Purpose: Foster deeper connections in a more relaxed, engaging environment.
AI-Powered Tip: AI tools can suggest relevant events based on shared interests or professional alignment.
Reassess After 90 Days
If a lead or referral partner has not closed after 90 days in the Fight Club stage, take the time to reevaluate:
Stay in Fight Club: If you believe they are still promising and worth pursuing.
Move to a Different Category: If they require more nurturing or a different approach.
Remove from Fight Club: If it’s clear they are unlikely to close and resources would be better allocated elsewhere.
Summary
The Fight Club stage is all about persistence, strategic follow-ups, and smart engagement. By utilizing these follow-up suggestions and leveraging AI-powered tools, you can build meaningful relationships and increase your chances of closing deals or securing your first referral. Stay proactive, address objections confidently, and know when to reassess your strategy to keep your pipeline productive and effective.