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Speech Transcript

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L. Scott Ferguson: [00:00:00] Hi, I’m The Shine of the Day Podcast Varsity Squad. It’s Scott Ferguson. And I had a fantastic conversation with my good friend, Wanda Allen from Follow Up Sales Strategies. It’s all about following up no matter where you are in life, whether it’s for business personal follow up is key And want to drop some serious knowledge nuggets on helping you Use follow up in how to use those follow up skills in the correct way We had a fun conversation how she got from her roots to where she’s at now.

It’s such a fun story And you’ll definitely want to break out your notebooks and take some notes because I have like three pages of notes and that I just go back to and she’s just a fantastic resource for people that are in sales that are having issues with their follow up strategy. So without further ado, here’s my really good friend Wanda Allen.

Let’s level up.

Time to shine today. Podcast Mercy Squad. This is Scott Ferguson and I have my awesome sauce friend, Wanda Allen. And Wanda and I were off mic kind of talking, reminiscing a little bit about San Diego, [00:01:00] California and how beautiful it is there. But she’s relocated to the South, just like I did. And we’re both kind of happy in our spots, just a bit, it was a little bit warmer.

We’re recording this here on February 1st of 2024. But Wanda is an international speaker and coach. Go to her website when we’re done. She rocks it just just go there, but not yet. Listen to the knowledge that she’s gonna drop She’s also the author of follow up savvy and follow up sales strategies wine had a 24 25 year Corporate career where she held a position of senior vice president.

She has a strong skill set for developing systems and apply This skill to the follow up process which watch the video on her opening Page that she has on her website because I learned so much about Not stacking my business cards and then get my ass in gear to get those out Okay, and get connected with them and she helps her clients increase pipelines improve sales performance and strengthen relationships She’s By developing strong follow up skills.

I wanted to thank you so much for coming on. Please introduce yourself to the Time to Shine Today [00:02:00] podcast varsity squad. But first, what’s your favorite color and why?

Wanda Allen: Green. Green.

L. Scott Ferguson: Okay. It

Wanda Allen: reflects abundance, right? Yes. Yes. And new

L. Scott Ferguson: and rebirth sometimes. Like, sometimes people need to do that and like people that are trying to reestablish themselves, they talk to people like you and that green just fits perfectly.

Yes. That’s fantastic. So, let’s get to the roots of stuff. , I’m so stoked to learn from you because I learn from you in videos, okay? And everything like that, but to have you live and almost in the flesh, , this is as close as we can get right now. I’d love to rock a stage with you one day, which we’re going to talk about that off mic, but like, let’s get to the roots of you.

Wanda Allen: Okay. All right. So roots as in professional roots. Yeah.

L. Scott Ferguson: Well, you can start wherever

Wanda Allen: you feel comfortable. So I started, graduated from high school. My family moved to San Diego. College was not for me and it just wasn’t. And so my dad had a friend that worked at a bank. And he was looking for a [00:03:00] secretary.

That’s a very old title. Okay. So I’m dating myself, but I thought secretarial skills came really easy to me. I was a fast typist. And so my dad said, well, would you be interested in meeting my daughter? So interviewed, got the job and worked my way up the corporate ladder. And at the age of 30, I was promoted to senior vice president.

And so I spent a lion’s share of my career managing SBA departments, small business administration, their loans, managed departments that did a hundred million plus in annual loan volume. And through that experience, I developed a very strong skill for creating systems. And after managing SBA for about 15 years, I was asked if I would consider the position of branch manager and I was ready for a change.

So I accepted the position and everyone in my inner circle said, no, because now you’re going to be in sale. Don’t do it. It’s so risky. But I was so [00:04:00] bored with my man. I was, I, my life had become robotic. And so I took this perceived risk, which it was. And when I, Studied the sales process and that, and I realized how critical followup is.

I thought, but how do you do it? How do you stay on top of it all? And I fell back on what I know how to do well, which is create systems. And so I developed systems for following up. On the prospecting side. And then there’s an extension of follow up it’s called relationship management, staying in touch, which is an area that’s terribly neglected.

L. Scott Ferguson: Yes,

Wanda Allen: because , so many people follow up on the prospecting side, get the business, close it, drop the relationship and they’re off looking for their next new. Forgetting about everyone. They’ve already business and all the referrals

L. Scott Ferguson: that could come from that.

Wanda Allen: Exactly. And opportunities with that client.

So anyway, I just developed these systems and then the bank I was working for was acquired. We were not the lead bank. I was part of [00:05:00] senior management and how that story ends.

L. Scott Ferguson: Bye bye. Kind of right. Yeah. Yeah.

Wanda Allen: So I knew I’d be on the chopping block and 25 years. It was 2009. If you remember where the economy was, it was on its head and banking was in the middle of the firestorm.

I just, I was done, done, done. And, but I didn’t know what I was going to do. And a friend of mine said, you should become a speaker. And coach people about how you follow up.

L. Scott Ferguson: Yes, I can see that. And absolutely.

Wanda Allen: I thought, Oh, I know nothing about this industry, but I went out on a wing and a prayer. And that was 13 years ago.

And here I sit today.

L. Scott Ferguson: What I love about this one is that. Like, like you, I tried two semesters of college. Nope. And I had the GI Bill and everything. I ended up getting my pilot’s license with the GI Bill. But, , one thing that I hear is like you started, , bootstraps, , you were, you were basically a gatekeeper for somebody to protect them.

So you learned communication skills. skills there, how to [00:06:00] politely tell people to bug off, right? Sometimes and, and set in really organized that person’s life. And you really just took those skills and parlayed them forward. And now you have that, that fantastic follow up system that you have. So let me ask you something.

When. You’re at a networking event, okay, and you’re maybe talking to people. What is your, I guess, goal while you’re there?

Wanda Allen: I have a goal to make two good connections. Yes. And a good connection is a prospect for success. And or a referral source. That is why you go to networking events, not to dilly dally, socialize, catch up with people.

You already know you’ve got to be strategic. So, so that’s my goal at every event. And I encourage all of your lists are set a goal. It gives you laser focus. You’re not going to waste time because you’re on a mission you’re on. Yeah. You go to increase your business, bring in more [00:07:00] sales.

L. Scott Ferguson: Right.

Wanda Allen: Yeah. You don’t go to socialize.

L. Scott Ferguson: Yeah. And drink and stuff like, which I don’t mind. I’ll have one, but , like my biggest compliment that I can get at a networking event. A lot of times, Wanda is, even when I was a real estate broker, , for full time, everyone’s like, I’m a realtor. I’m a realtor. I’m a realtor. My biggest compliment was when I walked away from somebody with their business card, okay, and their contact information is them to say, what the hell does that guy do?

Because I love to serve. I love to give, give, give until it hurts so good. Now I will take your business card, okay, and I will go out to my car when I’m done. And then me, I kind of scour the room for the people that I want to have that one to one, those two people, one to one outside of the event. Now I go to my car, I write a thank you card.

, drop it in the mailbox before I even go in to my, my, my townhouse, right? So they get that and be like, Hey, Wanda, it’s great to meet you. I hope you’re, and I use the Ford technique, , family, occupation, recreation, [00:08:00] dreams when I’m talking to people. So I know a little bit about them. Be like, Hey, I hope your kid is great.

Soccer games. We can say something like that and drop it in there. And that’s where I was taken away a lot from, , your business card in the follow up. Now where I get weak and I’m sorry. Yeah, I am. Squad that’s out there and Tiffany my assistant because she’s the one that has her foot up my butt say follow up with these people, right?

So what is your strategy biggest strategy then for really? Implementing a follow up process that works that stays connected and builds relationships

Wanda Allen: Yeah. So with networking, as we’re talking that it is so crucial. Well, you do it before you even get into your house, which is great. Most people do not, and they do nothing and put the business cards on their desk.

But the next working day, you have to do something with that person. Nice to meet you. Phone call, email tech. You have to do something because if you do nothing. You have [00:09:00] just, you may as well not even gone because it’s a waste of time, energy, and money to get a person’s business card and then do nothing with it.

L. Scott Ferguson: Yes.

Wanda Allen: So that is the first step, , people spend so much. Energy and, and time getting new contacts, they do so little with the follow up part that they’ll never experience the fruit of all that labor they’re putting out there. And that will work so hard, right?

L. Scott Ferguson: It’s a waste. Like you’re kind of saying, I’ll just say you’re wasting your time.

If you don’t follow up with them, that that’s the biggest thing is I was taught, , follow up, follow through, follow back. I’m great at follow up. Like in follow through, but following back is where I can get caught up. Like, I’ll be like, boom, there’s the card the next morning. They’ll get a text, but then there’s someone there that sometimes it weighs on me in the most embarrassing thing is they might’ve got the thank you card.

They might’ve got the text the next morning, but then when I reach out to them a [00:10:00] month later to set something up. They’re like, who are you, , kind of, , things. So I love that you said that. And so do you coach people one on one or more of a group setting? Okay, great. So in a one on one session, when you’re maybe in the discovery period, is there any secret sauce that you can kind of share that maybe helps them shine a light on their blind spot where they’re lacking?

Wanda Allen: Yes. So if they are not, the biggest shine is. Are you meeting your sales goal? That’s that tells me right there because here’s the thing is that the easiest way to get more sales is to follow up. That’s the easiest way. But it’s hard quote marks, finger quotes. It’s hard for most people because there’s so much fear associated with [00:11:00] following up.

L. Scott Ferguson: Thank you.

Wanda Allen: Yeah. The number one fear, even above rejection. And I hear this more than anything. If I keep following up, I feel like I’m being pushy. Yes. So just understand if your job is to bring in business, your job is to follow up. You’re not being pushy. You’re, you’re showing, take an initiative. You’re showing interest.

You’re doing a disservice obviously to yourself if you don’t follow up, but you’re doing more of a disservice to that prospect because you’re not giving them an opportunity to do business with you. And I know, , You will make a difference in their business or life with the product or service you sell.

L. Scott Ferguson: Yes. So right. You wouldn’t be selling it if you didn’t believe in it. Well, some people do, but the passion, the successful ones are usually passionate about their product. They’re selling, I would say. Right.

Wanda Allen: Yes. Yes. But you, that passion, you’ve got it, you’ve got to go the distance, , because it takes multiple follow ups and here’s the thing.[00:12:00]

The second biggest fear is no rejection. I don’t like follow up. I’m afraid they’re going to tell me no. Okay. Listen here. No is the second best answer you can get. No is not where the pain is. I’ll tell you where the pain is. The pain is in the ignore. I will take a no over and ignore any day of the week.

That’s when somebody tells me, no, I know where they stand. It keeps the train moving and sales is about movement.

L. Scott Ferguson: Yes. Progress. I love that you said that because I have clients that when I quoted my fee, my coaching, , fee, they’ll be like, whoa, they get a little sticker shock. Some of them, and that that’s fine.

But I still follow up with them if you and I talked about a book During the time I might just still buy you the book, Stay in front of them and they’ll be like, What the there’s that shows that the person’s so interested That i’m so interested in helping you level up or the product getting you the product and when they’re ready, you never know they might’ve got an influx of tax return or something like that, that they’re, they can [00:13:00] afford it or the product that, , your clients are selling as well.

So maybe if you’re in the one on one, , maybe still kind of discovery process and stuff, and they’re thinking about bringing you on as a coach, is there any good question that you wish they would ask you, but never do?

Wanda Allen: Oh, that’s a good question. Are you sure you can help me? Are you sure you’re going to be able to help me bring it more?

Yes. And my answer is absolutely.

L. Scott Ferguson: Yeah. Your track record shows it. In eight years, you were, you made your bones at a bank and then you’re going out there, you’re speaking on stage and the proof’s in the pudding with that. So what do you feel makes a great coach overall?

Wanda Allen: A coach that understands you, you have, I mean, I really believe in this has become kind of cliche, but you meet them where they are because they have to know you understand you relate.

[00:14:00] You can’t, I don’t want to browbeat them. Like, why aren’t you following up? Are you crazy? , this is how you get, you have to meet them. And then I also think you have to really, as a good coach, you have to understand their personality. Because if you’re dealing with a compliance, you cannot be chatty.

Kathy, it’s, there’s going to be a disconnect. So you really, , that’s sales 101 mirroring and all that, but in coaching, it is so crucial because you want to set them up when we feel understood and we, then, , they’re not going to be embarrassed and they’re going to feel supported. And that’s when they’re going to be able to open up and implement and be honest, I’m struggling here.

Versus I don’t want to tell her because she’s going to be disappointed, , that just doesn’t work. It doesn’t work

L. Scott Ferguson: I can just see you providing a safe space for your Even like your clients when they are clients that they just open up for you Just , just getting to know you here just for a little bit and even off mic, That that’s fantastic that you do that.

So have you ever [00:15:00] seen the movie back to the future?

Wanda Allen: I have not.

L. Scott Ferguson: You haven’t. Okay. So it’s about this dude that goes back in time and tries to get his mom and dad together and whatnot, right? , so he stays born. But it’s funny. It’s with Marty. Marty. His name is Marty McFly. It was Michael J. Fox, but.

Anyways, you got him Delorean went back in time So if you’ve gotten that Delorean and you went back to the double deuce the 22 year old one, okay What kind of knowledge nuggets that’s what we call them here at timeshine today Not so much to change anything because your trajectory was awesome experiences are great, but to maybe help her shorten the learning curve It may be blasted, maybe just a little bit quicker.

Wanda Allen: Oh, the biggest thing is don’t doubt yourself. I was so insecure, , just stand strong and who you are and the way you are and don’t feel bad about it. Be embarrassed by it. Just believe, believe in you and believe in your dreams and your goals because you can make it. Because [00:16:00] I think there’s self doubt is, ah, it’s vicious.

Yes.

L. Scott Ferguson: Yeah.

Wanda Allen: And , back then there were very few women up that corporate ladder and that made me even more insecure. Like do I belong here? What am I thinking? Yeah. Yeah. How could this possibly work? And it’s like, no, I wasted so much energy, so much energy in self doubt.

L. Scott Ferguson: Really?

Wanda Allen: So what broke you

L. Scott Ferguson: out of it hitting my

Wanda Allen: goal, hitting my goal and, and, , and then just being around, because back in the back then that was what, like 30, that was 30 years ago.

You know, could I, there were very, I’ve been in more boat boardrooms where I was the only women than boardrooms and I haven’t been

L. Scott Ferguson: right.

Wanda Allen: And being able to stand tall. And then once I knew my hard work had paid off, I was 30, I was a woman, I [00:17:00] was, , 30 years ago. Hey, I, I deserve, I earned it. Yeah. Yeah.

So that really elevated my confidence. But if I had just believed you’re going to do it, yeah, doubt it. You’re going to do it. You’re a hard worker. You’re doing everything you need to do

L. Scott Ferguson: it without coming across as abrasive. Or cocky to where you turn them off because you wouldn’t have kept making advances if you were during that time.

I’m sorry. I was in the military in the, in 30 years ago. And even there, the women, even the higher ranking ones were kind of just like, okay, , but how did you do it? Like what presence is like when you walked into that boardroom, what were you feeling? What were you thinking during that time?

Wanda Allen: , what got me really comfortable and confident was preparation.

I was prepared. I had done the work for whatever we were going to discuss, whatever the topic was, the meeting was about the committee was for, I was [00:18:00] prepared and I worked, I was a hard, I still am, , I’m a hard worker and and that was very helpful. So you, you have to know what you’re doing. You have to know what you’re talking about.

L. Scott Ferguson: Love it. Go ahead. Sorry, I cut you

Wanda Allen: off. Breeds respect from others.

L. Scott Ferguson: Yeah, yeah, and the respect is what everybody really craves, right? I mean, they want acceptance, but man, I’ll tell you what, respect is way above acceptance for me, to be honest with you. It’s like I only happen to be five friends in the world, right?

And I am super connected. I mean, that’s where my acceptance goes to, right? But respect when I walk in, I don’t demand it. I earn it no matter where I’m at, , I mean, I could be the keynote, but I’m still going to go in there. End. And get my respect by serving, , and because you had the numbers you had the facts because that’s where boardrooms That’s what matters in boardrooms, right?

Is the numbers of facts you got your respect? That’s that that is the best [00:19:00] answer from a female that i’ve ever gotten. It’s lived it too. So that’s amazing So Wanda, how do you want your dash remembered then? That little line in between your incarnation date and your expiration date, your life date and death date.

Hopefully it’s way down the line because this world needs you. But how do you want, how does Wanda want her dash remembered?

Wanda Allen: She cared, she understood, and she served.

L. Scott Ferguson: Gosh, that was right off your tongue. That’s beautiful. So, then what do you think people misunderstand the most about you?

Wanda Allen: And I don’t mean this from an arrogant place, perfect.

She does it all. Everything’s always in order and everything’s right. And, and it’s like, no, that is so wrong.

L. Scott Ferguson: There’s work that goes into that. Right in preparation.

Wanda Allen: , people will tell me, oh my gosh, how did you know? That’s exactly how I’m feeling. How I knew because I was there. Right.

That’s how I know. But I’ve come to the other side. And it’s, , it was through [00:20:00] work that I got to this place, but that’s what’s enabled me to be an expert. I am an expert. And I say that confidently. I am in what I do.

,

that, or like, if I do something wrong, Oh my God, Wanda made a mistake. No, I hate, I hate that.

No. Wanda does make mistakes. Oh

L. Scott Ferguson: yeah. Learn from them. , you push forward and if you fail, you fail forward. , it’s, it’s fine. So, Juan, if I’m out at a networking event, man, and I’m press and flush with people and meeting people and whatnot, what might I hear from somebody there that would make them a great referral source or a prospect to introduce to you?

Wanda Allen: A great referral source for me is a speaker who speaks to the same audience, but has a different topic that is like golden. And then prospect again is, , when you’re in a networking event, people don’t openly say, , God, I’m struggling, , I’m not where I want to be in business sales.

I feel like things are slipping through the cracks. People don’t open that [00:21:00] up, but , if they’re in sales and Well, for me, what I it’s my company name is obvious for what I do, but if you were at an event, if they’re in sales or an entrepreneur Hey, where are you at? Are you, how’s business great?

Or it’s okay. How are you doing with your followup skills? Do you think that would be helpful? Yeah. Okay. Yeah. Yeah. So it’s like weaving follow up into that conversation. It’s so funny ’cause people will say, oh, you’re a sales coach. No, I am not a sales coach. I’m a

L. Scott Ferguson: follow up coach. ,

Wanda Allen: what I teach will increase your sales.

But I’m not a sales coach. I am a niche of follow up.

L. Scott Ferguson: Love it. I love that. , it’s follow up, follow through, follow back. It’s all, it’s all about that. So then does anything keep wind up at night?

Wanda Allen: Hmm. How do I sleep like a baby?

L. Scott Ferguson: Superpower right there, man.

Wanda Allen: Oh, I am a [00:22:00] professional sleeper.

L. Scott Ferguson: That’s an easy, that’s an easy answer then.

That’s great. That’s fantastic. I would think that, how about when you were younger though, you had like that, you’re working your way up, did you still sleep well then?

Wanda Allen: I’ve always been a good sleeper. , if it shocks my husband. He’s like, if I could sleep one night, like you do, I’d be good for a month.

L. Scott Ferguson: Yeah, yeah, my, my Susan, like I’ve timed her and it’s like eight seconds sometimes.

Wanda Allen: Yeah. Yeah. Although I’m

L. Scott Ferguson: getting a lot better. I have, I actually hired a sleep specialist that really helped me with that. And also kind of a body hacking person , biohacking that’s really helped out with my sleep and added natural stuff in that is absolutely working.

So that’s great that you can sleep well. So Then what is Wanda’s definition of a life well lived?

Wanda Allen: A life well lived is, honestly, I mean, just helping [00:23:00] everyone I can in this area. , it, it just, it hurts me how hard people work and just knowing I’ve done my part. Yes. In making someone’s life better, making business easier.

L. Scott Ferguson: Yes.

Wanda Allen: Making sales, not the difficulty that it, that so many perceive it to be. It’s not an easy job. Don’t get me wrong. Okay. If it were easy, everyone

L. Scott Ferguson: does it. Yeah. Yeah.

Wanda Allen: But it, it can be easier.

L. Scott Ferguson: So

Wanda Allen: that’s, this has just become such a passion. , I thought I’d go to my grave as a banker. I didn’t think I would ever get out of banking.

And I, sometimes when I think about it, it just astonishes me. I look back and I’m like, was I really that passionate about banking? Nothing compared to what I am today. I served, I did well, obviously, but it’s so different. This just has so much more meaning. I am, if you’re a banker, I’m in no way knocking it.

I would never be here today if it wasn’t for. My 25 year career. It was so good to me. Yeah. [00:24:00] So good to me, but it’s just different. It’s different. I’m serving in a different way.

L. Scott Ferguson: That’s beautiful. You, but again, you put the reps and you started as a secretary, , and worked your way up. I’m sorry.

That’s just, , you don’t hear that many stories. About that. This isn’t working girl, the movie from the eighties. If you remember that one, Melanie Griffith and Harrison Ford, where she was a secretary and, , she worked her way up through the men’s world. That’s it. That’s so, so impressive.

Time to shine today. Podcast varsity squad. We are back. And Wanda, you and I will, I know we’re going to be, cause I’m going to get your sizzle reel and you’re one cheater and I’m going to get you on stages.

And we’ll talk about some of these questions for 15, 20 minutes probably, but today you have five seconds to answer them with no explanations and I promise you they can all be answered that way. Okay. Ready to level up? Here we go. All right, Wanda, what is the best leveling up advice you’ve ever received?

Wanda Allen: Don’t quit. Yes. Share one of your personal habits that contributes to your [00:25:00] success. I eat well and I exercise. And I sleep. Yeah, yeah, you do. So you see me walking down the street, or maybe in a networking event or whatnot, man, like Fergie looks like he’s in his doldrums a little bit. Just he’s not carrying that energy.

L. Scott Ferguson: Like, is there any book that’s really resonated with you? You might hand me and tell me to read. Um. , la la la. Oh gosh. Thank you, girl. Rich. There you

go. Napoleon Hill. The business bible. I’ll go with that all day. What’s your most commonly used emoji when you text?

Wanda Allen: Smile.

L. Scott Ferguson: Awesome. Nicknames growing up?

Wanda Allen: Green bean.

I was skinny. I was bone skinny. They were mean.

L. Scott Ferguson: Gotcha. Also, so do you have any hidden talent or superpower that nobody knows about well until now? ,

Wanda Allen: I, I don’t have any hidden talents. No.

L. Scott Ferguson: Sleep is good enough. They [00:26:00] fall asleep like that. So how about chest checkers or monopoly?

Wanda Allen: Chest checkers.

L. Scott Ferguson: Awesome.

Headline for your life.

Wanda Allen: What is it?

L. Scott Ferguson: Headline for your life.

Wanda Allen: Oh, she loved living.

L. Scott Ferguson: Yes.

Wanda Allen: She loved living.

L. Scott Ferguson: Go to ice cream flavor.

Wanda Allen: Vanilla.

L. Scott Ferguson: Gotcha.

Wanda Allen: Boring.

L. Scott Ferguson: There’s a, I’m down with vanilla because you can put anything on it. I love it. That’s awesome. And

Wanda Allen: vanilla bean is even better. Next level.

L. Scott Ferguson: Love it. There’s a sandwich called the skinny green bean.

What’s on that sandwich? Build it for me. Okay.

Wanda Allen: Oh, it’s a vegetarian sandwich. Lettuce, green beans, avocado. Kale, cucumber,

L. Scott Ferguson: love it, good stuff, except for there’s no bacon, I’m kidding.

Wanda Allen: For

L. Scott Ferguson: you to say that I figured that you were so favorite charity and organization like to give your time or money to,

Wanda Allen: Oh welfare to work.[00:27:00]

It’s just an organization that helps people on welfare, perhaps them. And then I’ll stress for success, , because it’s about women coming up, and because I did it, you can do it. And I was not. If you would have met me at 19, you would have said no way. Right. Right. A little string beans going

L. Scott Ferguson: nowhere.

Wanda Allen: Yes. That’s right. Yeah. Just helping women, but everybody, but especially women, , excel in the workforce. Yeah. Good for

L. Scott Ferguson: you. Yeah. And last question, we can elaborate on this one as well, but the best decade of music, 60s, 70s, 80s, or 90s?

Wanda Allen: Oh, 80s. 80s? All right.

L. Scott Ferguson: Totally. I graduated in 1990. I’ll be 52 in a couple weeks, and the 80s had everything.

 it had like, this goes fading out. Right. But then you had like rap, which was, , the beastie boys are on DMC, which are kind of in the infant infancy, you had the invasions from like you too, and Duran [00:28:00] Duran and culture club men at work, and you had the big hair don’t care, , metal band, it’s like glam rock.

It’s like everything was in that decade. Right. It’s like the moves, the eighties movies are awesome. , it’s funny that you say we have this theater here in Jupiter, Florida. That, , on Thursday nights, they showed John Hughes films for five bucks. Right. And like, so like we went and saw like Ferris Bueller’s and we saw like.

 Pretty in pink 16 candles there. It was fun. It’s like man That’s when the movies were awesome, too and it’s funny a lot of the trends back then or now Like you see a lot of the 80s trends like walking around now. I’m like, dude, look at my look I’m, like, yeah, we did that like 85. So I think you invented that that’s awesome.

So What, how can we find you?

Wanda Allen: Oh, my website’s a one stop shop. Follow up sales strategies. com.

L. Scott Ferguson: Yes. Awesome. And also like, make sure that you look at our coaching page squad out there. And also if you’re [00:29:00] looking to bring somebody on to rock your stage and really level up, , your the, the people in the audience to really follow through, follow up, follow back bring Wanda on and you will not, not, not.

Be disappointed at all. And Wanda, I believe there was also something else that we had talked about that you have a possible complimentary, complimentary one hour follow up.

Wanda Allen: I have a one hour virtual workshop. Ooh.

L. Scott Ferguson: Okay. Yes.

Wanda Allen: Yeah. That you can register on my website, go to the free workshop page.

L. Scott Ferguson: Oh, wow.

Okay. And then I’m just going to take a look up. Okay. Daddy put the workshop in the show notes. Awesome. That that’s fantastic. So one, if you don’t mind. Leave us with one last knowledge nugget we can take with us, internalize, and take action on.

Wanda Allen: Follow up every working day. It is a non negotiable. So your mantra is, I must follow up because I must get to [00:30:00] my dreams, goals, and visions, and it is sales that get you there.

So, yes.

L. Scott Ferguson: And it’s so funny that you say that, not funny, but it’s so true that you say that, everything in life is a sale. Everything. Like if you have kids. When you’re walking through the get ready to check out. Oh, can I have bubblegum? Can we have this? It’s like that’s they’re trying to sell you and a lot of these people They they cut sales out of children at so young just with a no no, no, right?

So I can understand like they I think that chad helmstetter said that the kids are told no average of 135, 000 times by the time they’re 13, that’s that’s crazy No wonder we’re conditioned to not follow up in a sense, right? And so i’m so happy that we have somebody on this earth that is doing what you’re doing to really stoke that follow up flame and Squad, we just had a really fun, basically a free masterclass with my good friend, Wanda Allen, who started at the bottom.

She was a secretary, , [00:31:00] gatekeeper, somebody that, , held the ship in line, , she learned so much as she went along, she never let it stop her. No matter what her position was, she was senior vice president by age 30. And she, and during that time, she developed a strong skill for creating systems, which leads into what she’s helping you with right now.

So. She found out the relationship management Is something that a lot of people are absolutely terrible about and that’s where I’d love to refer You to her to really help you level up your relationship management and your follow up She told us that it’s crucial that by the next working day They get in contact with that person that you met at a networking event Or you might met in line at home depot or wherever that you’re at that might need your support your services and if you don’t follow up you might as well just not even talk to him Or just stayed at home at a networking event , are you really meeting your sales goals?

If not, I guarantee that you’re not following up That’s something that I got from Wanda right now. And [00:32:00] if you really need help again, let me please make introduction From from me to Wanda a warm one at that and the number one fear is feeling pushy That you feel like you’re being a doing in this the service to people by not following up with them That’s absolutely wrong because , no is the second best word behind.

Yes, and that’s another thing that , Wanda told us is that at least, when they’re no, they say no, that they, they give you an answer, but, , you can still follow up even after the no, and I, you want to, we’ll show you exactly how to do that as well that what we don’t want us to be ignored.

, a great coach. She told us. , understands to meet the person where they are. , give them that safe space and get to understand those per their personality. She reminds us that don’t doubt yourself if, just keep going. If you don’t know something. Like my good friend Wanda. I’m sorry, Leah Woodford would say is get your asking gear, ask people, there are people willing to answer questions [00:33:00] for you.

She wants us to stand strong and don’t ever feel bad and embarrassed. , and be prepared in whatever you do. Always be prepared because the confidence will shine through and that’s what she did. She walked in these boardrooms where it’s populated with way more men than her and she was always prepared.

So she got that respect. Through her preparation. She’s somebody that is planting trees. She’s never going to sit in and another thing. I love about her She’s does it for the intention. She doesn’t do it for the attention doesn’t start any of her videos off with look at me Look at me She’s there with a stack of business cards in her hand trying to level you up and I freaking love that about her And follow up every day with whoever you meet It’s a non negotiable.

That’s what wanda said. It’s a non negotiable if you want to reach your dreams and visions dreams Follow up every day and she’s someone that’s going to slide across the metaphoric home plate, bumped, bruised, but knows that she loved, she lived, and she served. And that’s the kind of people we need here at Time to Shine today.

Thank you so much for coming on. Why [00:34:00] don’t you level up your health? You level up your wealth. They’re absolutely stunning. You’re humble yet you’re hungry. Again, I absolutely love your guts and you earned your varsity squad letter here at Time to Shine today. So thank you so much.

Wanda Allen: Thank you so much. It was an absolute pleasure.

You’re the best.

L. Scott Ferguson: Can’t wait to collaborate. Chat soon.

Wanda Allen: Thank you.

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