Stone Payton: [00:00:04] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, today’s pro tip is keep serving. Keep serving past guests. I know it can be a real trap for people in our system because it is so easy. It is so fun to cultivate new relationships, but we really ought to invest in the relationships we’ve already built as well. Yeah?
Lee Kantor: [00:00:26] Yeah. I think it’s important. The book you like is the Acres of Diamonds. I think in this case, the diamonds are our guests. And they’re all around this. And just because they’ve been on a show a year ago, six months ago, five years ago, you can invite them back on a a show again. Like, it shouldn’t be a one and done situation. So, it’s important that if they were considered to be a good guest or a good prospect in the past, that shouldn’t have gone away just because they didn’t turn into a client at that moment in time. Maybe the timing wasn’t right. There could be a million reasons why it didn’t work out at that moment in time.
Lee Kantor: [00:01:07] So, bring them on again. I mean, go through your past guests and invite some of them on on a regular basis. You know, maybe I know you like to say at least six months or a year, but go back a year deep into your archives and then start reinviting some of those guests back on the show because you should be mining them and not ignoring or forgetting about them.
Lee Kantor: [00:01:30] It’s like you said, this is an Achilles heel in our system. Is that we take it for granted that it’s so easy to get new guests, we forget about the old guests. And a lot of those old guests can turn into customers if we keep reminding them that we’re still here, we’re still serving, and we still think they’re important.
Stone Payton: [00:01:49] Well, what I like to do, I like to invite them back and suggest that, perhaps, we do an episode where they bring a delighted client. And we spotlight both businesses and also talk about the collaboration, the relationship. So, you’re almost putting them in a position as if they were a host client. And it’s a fresh new perspective. It’s not just come on back on the show again. So, that’s one specific tactic that I like to employ.