Issue 19.

Money loves speed.

In finance, there is a term ‘first call’.

The idea is that every client wants the first call.

When some market breaking news is happening.

Before the 2000’s it was a literal first call.

We could only actually call one person first.

But we called as many people, in order, as we could.

It was clear.

The people we called first gave us more business.

The people who our competitors got to first, they won.

It is the same today.

The quicker the response the more likely you are to get a deal.

All other things being equal.

How fast?

Check this post from Alex Hormozi.

60 seconds.

Back in the day, we would never wait 60 seconds.

We would call immediately.

Yet today that seems so quick.

We reply to emails the next day.

That won’t cut it.

Another stat I read.

74% of B2B enterprise deals go to the company that followed up first.

Simple as that.

That’s why you need a CRM and a sales process — all in order.

Because money loves speed.

And you have no excuse for not doing it.

Pick up that phone.

The Sell podcast goes live next week.