The Knowledge Project · K.C. Irving: Competing with Giants
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opened every conversation with dealers by asking "How's business?" followed by rapid, data-driven follow-up questions
“We follow up with them. And we want to make sure that they tell us exactly where the loan is at, what the next stage is, what the problems are. We ask a lot of questions. So, we hold them accountable effectively”
“I have follow-up sequences for each one of those cause I want to maximize conversions on each one of those different lead types”
“It might be an hour. It might be two hours. In most offices, following up on unscheduled treatment and following up on reactivation, it really doesn't take more than just an hour, maybe hour and a half a day if you're on top of it.”
“Maybe that's 10 new retailers that you reach out to a week. Maybe one follow-up block every Tuesday.”
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