←back to Blog

The Law of 25

I don’t care what trade you are in. I don’t care if you are one-man band or a team of 50; you are in sales first and a contractor second. If you don’t agree with me, just ask yourself how many days you could live on just building stuff without selling it to someone – it wouldn’t be long before you had nothing to do.

So I want to introduce you to the law of 25

The law of 25 says that if you have a minimum of 25 customer facing interactions a day, you will have more business than you know what to do with in no time. Again, the size of your organization doesn’t matter, if everyone who is responsible for making the cash register ring touches 25 prospects a day, you will be rocking.

How do I know?

Been doing it (and recommending it) for years, and the numbers are staggering. You just have to commit yourself to doing it every single day and I promise you will be very well off in less than a year.

Think about it, if you touch 125 people’s lives a week, you interact with 500 people a month. These interactions could be simple things like handing out door hangers or flyers or spending time following up with old leads or asking former clients or customers for referrals. It doesn’t matter how you do it, you just have to commit to talking to 25 people a day.

And it’s easy…

If you have ever sent direct mail, you should have gotten a list of the people you mailed to along with their phone numbers…pull them out and call them. If you have been in business for any length of time you have a “dead file” that is packed with people who didn’t close – get them out and either call them or have someone call them (Chris!).

The answer is…

As I have said before, you then have to follow-up until you either get a yes or a no. People love persistence, they assume you will be just as diligent with your work, so make sure your follow-up habits are rock solid.

If you think this is impossible, then prove me wrong. The best way to shut me up is try it for a month and tell me it doesn’t work. But I know it does, I see it every day, so get out there and good luck!

6 responses to “The Law of 25”

  1. Chris Spoerl Avatar
    Chris Spoerl

    Very good article Darren. I am a “job creator” – LOL. The law of 25 is a great concept to believe in, as there is always six degrees of seperation and new business is to be found as long as you are moving in the right direction.

    Keep up the good articles.

  2. John Holahan Avatar
    John Holahan

    Darren, may I share this with my NAHB Builder 20 group? I want my friends to share in your messages.

    1. Darren Avatar

      Thanks for stopping by John! Please do share, the more the better! Let that Tess Wittler know I was asking about her too up there!

  3. Barbara Walsh Avatar
    Barbara Walsh

    Couldn’t agree with you more! Gotta get out there and network with everybody. Following up on “dead” leads or calling customers you worked for a while ago is what you need to do. Nothing wrong with persistence as long as it is respectful. For small contracting companies that don’t have the office staff to do this, they can find office assistance company’s or marketing consultants (like me) who will do this for clients!

  4. Mike Pierce Avatar
    Mike Pierce

    Darren, this post is a must for every business out there. Contacting 25 folks and using a CRM to keep up with it (i.e., Zoho CRM, by the way it’s free) is a recipe for success for any business out there.

    1. Darren Avatar

      Contracting is a contact sport Mike! Thanks for commenting!