Page 256 - Schooley Mitchell Marketing Manual

SCHOOLEY MITCHELL
MARKETING MANUAL
Schooley Mitchell – Six Steps to Guaranteed Success
If you are making $250,000 per year or much more, then you don’t need to do these things (although you still should). Otherwise,
1) Use the Client Management & Accountability Sheet for every client.
a. b.
2) Coffee a.
b. c. d. e.
f.
Start the sheet as soon as you sign the client.
Use it to guide your research and your activities related to each client over time.
Meetings – 2 per Week
Call another professional that you don’t know now and offer to meet them for coffee. The program is outlined in the Marketing Manual.
There are also two videos to guide the process in The Warehouse.
If you do 2 per week, your performance with the meetings will continue to improve. That’s 100 meetings per year with other professional people – you will build some great relationships that will pay off for you.
Follow up by using the SMARRT Relationship Builder for Coffee Meetings and you will get clients/referrals – either do it yourself or have head office do it for you for $175 per contact – 12 DV touchpoints.
3) Use
a. You’ve got to do the research, to uncover prospects for Specific Ask purposes.
b. Use this Shining Star methodology one at a time with every:
i. Community Vendor
ii. Client
iii. Networking associate
iv. Referral source
v. Paid referral source
4) BNI – do a ‘Specific Ask’ at the end of your 45 second intro at every meeting.
a. ‘... and my feature prospect for this week is Smith & Jones Accounting.”
b. Do research on a member in the group every week to identify a neighbor, vendor,
customer, etc.
c. That’s 50 ‘Specific Asks’ every year to people that want to refer to you.
Manual Revised: April 3 2025 Confidential
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the Shining Star