Let me introduce you to the F.O.R.D. system and how it can help build relationships. This system will work with any type of CRM you are using, including 3 x 5 cards, on your phone, it doesn’t matter. Here we go:
Family – Name of spouse, children, grandchildren, pets and others important in the process
Organizations – Find out if they spend time with a group, charity, religion etc.
Recreation – Play sports, gym, golf or other fun activity
Dreams – Where do they want to be? Vacations, retirement, spend more time with family
In conducting past seminars, I have divided the room into pairs and sent one group out of the room. I then explained and showed the F.O.R.D. system and bought the group back into the room to practice using a three-minute conversation. I asked each person to capture as many of the points from the F.O.R.D. system without the other person knowing what the plan was. We went around the room and asked those who knew the system to share what they learned about the other person. More importantly, we then asked the person who didn’t know about the system whether it was a conversation or interrogation. It always amazed me the number of friendships that started that day as a result! People would comment, “we have so much in common and agreed to have lunch.”
The most important part of this is documenting the information you collected into a CRM– doesn’t matter the CRM. This provides great ice breakers and lets the person you are working with know they are important to you not only as a business relationship, but as a person.
Remember the formula from the top of this article? Try this:
Lead = Prospect = Friend = Closing = Commission
