The One-and-Done

Sound familiar?

How The One-and-Done answers the Follow-Through questions.

• A job closes. Over the next 12 months, what happens with that relationship, on purpose?

  “Nothing, until they need me again.”

• Someone introduces you to a potential client and nothing happens this month. What happens next?

  “That lead is gone.”

• You learn something a past client would thank you for knowing. What do you do with it?

  “Nothing. The moment passes.”

The pillar to work on: Follow-Through

Closing day is the highest-trust moment you will ever have with a client. What happens in the year after it decides whether they ever say your name again.

Questions

What is The One-and-Done on the Local Authority Score?

Loved at closing. Forgotten by renewal.

What is the blind spot of The One-and-Done?

The year after closing, which is where referrals are actually decided, because that is when your client is talking to everyone except you.

How do I stop being The One-and-Done?

Pick your last ten clients and give each one a reason to hear from you this week that is not business. Then put the rhythm somewhere it cannot be forgotten. Follow-Through: Closing day is the highest-trust moment you will ever have with a client. What happens in the year after it decides whether they ever say your name again.

What are the five Local Authority types?

The Solo Closer (You close deals. Alone); The Best-Kept Secret (Great at the work. Invisible in the market); The Familiar Stranger (People know your name. They never hear your voice); The One-and-Done (Loved at closing. Forgotten by renewal); The Local Authority (Your town already trusts you. You are one show away from it compounding).

How is the Local Authority Score worked out?

Twelve questions, three for each of the four pillars (Sphere, Visibility, Conversation, Follow-Through). Each pillar is scored out of 25, for a total out of 100. Below 80, your type is named after your weakest pillar. At 80 or above, you are The Local Authority.

The other types

• The Solo Closer

  You close deals. Alone.

• The Best-Kept Secret

  Great at the work. Invisible in the market.

• The Familiar Stranger

  People know your name. They never hear your voice.

• The Local Authority

  Your town already trusts you. You are one show away from it compounding.