Every great opportunity I’ve ever had – client, partner, deal, even mentor – can be traced back to a single habit:
I stay in touch. On purpose.
This isn’t some big automation funnel or cold outreach blitz. It’s simpler than that.
It’s the 5-25-150 rule.
5 people I speak with weekly.
25 I touch base with monthly.
150 I reconnect with each quarter.
Not because they’re leads. This isn’t transactional at all.
I stay in touch because they’re relationships.
Here’s the frame I use:
5 people in my inner circle.
The ones who are critical to our current success.
They might be our largest and most important clients.
They might be our key referral sources.
They might be challenging my thinking and helping me sort. I speak with them weekly.
We’re building momentum together.
25 relationships I check in with at least monthly.
These are high-trust partners, clients, peers. People I’ve worked with or want to.
Each month, I reach out – quick note, shared resource, a win they’d care about.
150 I keep connected with quarterly.
Past clients. Dormant leads. Old collaborators. The ones you lose if you don’t stay in view.
A short email. A “was thinking of you.” Something real.
No CRM will do this for you. Trust me I’ve tried.
And it is a self policing system. It relies on you being authentic. No one wants to be a transaction. Inauthenticity can be smelled a mile away!
If your Q3 sales rely on “more marketing,” I’d challenge you to look closer.
You might just need better follow-up.
Stronger ties.
And the power of loose connections.
And a system that honors the relationships that built your business in the first place.
I’m thinking about hosting a live session next month – something quiet and tactical on how to build a relationship engine that fuels sales without selling your soul.
If that sounds like something you’d be into, comment below and I’ll make sure you’re on the list.
