December 14, 2009 9:45 am
The reason you need a Legacy Management System (LMS) that I’ve been referring to is that relationships are the lifeblood of your life and your business. How you manage, massage, touch, and care for those relationships is critical. As you begin to create an ever increasing network of people who need your time and attention it will be critical that you create a “system” for strengthening and deepening those relationships. The Legacy Management System takes the complex and makes it simple by putting the relationships into 4 key tracks:
Track 1- Advocates- These are people who love you and advocate for you. This almost always begins by you advocating for them at the personal level or by them creating “emotional identification” with you, sometimes even unbeknownst to you. For years I emotionally identified with Covey’s work and promoted him to others while I only met him for one time in Boston. When you create a body of work (books, intellectual capital, etc.) that others identify with you create fans. This fan base widens as people learn more about what kind of class act you are and are compelled and curious to learn more about you. You need to begin your journey with at least 15-25 advocates.
Here’s what you do with these people:
- Create a list of 25 advocates (a person who values you and is a fan of your work)
- Touch these advocates 2x per month (minimal via e-mail or phone call)
- See these people FACE to FACE 4x per year
- Circulate “monthly” at a minimal of 2 events where your advocates circulate
- Once you accumulate 25, add 10 each time
- Use creative touches and a system to managing when you touch them (Constant Contact, Emma, etc.)
- Send a gift to your advocates and think of them in special ways as THEY are the LIFEBLOOD of your business. These people are your biggest fans.
- Have special parties for your advocates (Football, Fishing, anything) that puts people in your vicinity where you can interact with them.
- Always have conversation with this group about their circles of influence who could use you and your services. Ask the question, “Do you know of others who you know who I need to meet with?”
If you will begin to “work” this system you will be well on your way to building a bigger network and a bigger future.
