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  CONTENTS >> IN THE TRENCHES   Nov/Dec 2005
 
EXECUTIVE SUMMARY

Master Your Follow-Up

Itís All About Understanding What You Can Controlóand What You Canít.

By Todd Falcone



Here are six key do’s and don’ts for mastering the art of consistent and effective follow-up: DO a three-way, firm up a follow-up date, get their agreement, and be on time; and DON’T ever “chase” a prospect or get emotional about no-shows.
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