Prospecting with the Follow-Up Queen

In this episode I will begin a nine-part monthly series with the “Follow Up Queen” Athena Captain. Athena brings a refreshingly brutal transparency to the sharing of her experience, both in success and failure, making her a very relatable sales coach. She teaches 9 fundamental strategies to creating and maintaining a sales referral engine.  

Named one of the Top 50 Women Making a Difference in 2020, Athena Captain believes that leadership is only effective if it comes from a genuine desire to serve, and from hard-won experience. Athena teaches her 9-Step System to help others develop their own referral-based businesses. She has successfully coached and led sales teams in real estate for over twenty years. Within her community, Athena is a Co-Founder of the Savannah Station Equine Therapy Program, in honor of her daughter Savannah, and Athena is a board member of Oklahoma Family Network.

Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company. 

Discussion Points:

• How Athena got started in the sales and real estate industry
• If someone is just breaking in to the lending industry, how can they get started with your system?
• How the little voice in our heads can hold us back from doing follow up calls
• The statistics regarding sales follow-up calls might surprise you
• How can a seasoned professional benefit from your system?
• What percentage of a business plan should be about follow up?
• How can people prepare for success before beginning your 9-step follow up system?
• When calling leads that didn’t result in a sale, what should you say to them?
• Offering education and value in your follow up system
• Closing question: How are YOU lending it forward, Athena?

Resources/Links:

Athena Captain Website

Athena Captain on FB

Athena Captain on Twitter

Athena Captain LinkedIn

Taylor Ellard LinkedIn

Atlantic Bay Mortgage Group