Good call. Here's the rewrite:

Title: How to Stay Top of Mind With Clients Without Being Annoying

Description:

You know you should stay in touch with clients and prospects. You also know that most of your outreach feels hollow, sporadic, forced. If the only time someone hears from you is when you need something, that is not a relationship; it is a transaction with a lag time.

We break down the concept of the fuzzy file: a simple system for tracking what actually matters to the people in your network so your outreach lands with intention, not accident. Jim traces the idea back to his dad's tickler file. A recipe box. Three-by-five cards. Each one held a client's name, a phone number, and the things that mattered to them. No CRM, no automation. Just a daily habit of picking a card and picking up the phone.

The Facebook Birthday Effect When Facebook started surfacing birthdays, a personal gesture became a flood. The first year felt genuine. The second year felt obligatory. By the third, people were hiding their birthdays because the outreach had lost its meaning. The same dynamic plays out in sales. Automate your way out of genuine connection and the system runs, but nobody is behind it.

The Chiropractor Card vs. The Car Salesman Who Still Writes Jim shares two stories that sit at opposite ends of the same spectrum. He still receives a birthday card every year from a chiropractor he has not visited in 15 years. No relationship, no follow-up, no context. Just an auto-dial nobody turned off. The first time it was nice; the second time, a little campy; now it is noise. Compare that to a vehicle salesperson who sends Jim's stepmom a handwritten note every year on the anniversary of her purchase. She moved to Alabama. She will never buy from him again. He writes anyway. The difference is not the system, not the frequency, not the medium. It is motivation: a compassionate heart that wants the relationship versus a mercenary heart that wants the money.

Why Visibility Beats Urgency Every 90 to 180 days your clients go through transitions. New priorities, new problems, new budgets. If you are visible when those shifts happen, you are a choice. If you are not, they solve the problem with whoever is in front of them. It does not matter how strong your relationship used to be. We frame the fuzzy file as passive prospecting: the structured approach to building referrals and staying relevant between the deals you close.

Jim closes with a question worth sitting with. Am I the kind of person people want to refer business to? They will not refer you because of the project you delivered or the product you sold. They will refer you because of who you are. So be that person.

If this resonated, check out our recent episode "Relationship Management: Gratitude That Lands, Not Just Words" where we dig into the TSP framework for making appreciation specific and meaningful.

Audio quality will be back to normal next week!

The Sandler Training Hour Hosted by Jim & Jason Stephens | Crossroads Business Development

Join hosts Jim and Jason Stephens from Crossroads Business Development as they discuss techniques, tactics, and the occasional tangent associated with the Sandler Selling System. Whether you are prospecting, negotiating, or closing, The Sandler Training Hour gives you the actionable advice you need to stop "winging it" and start controlling the sale.

📧 Reach out: jason.stephens@sandler.com 🌐 Crossroads Business Development

You've probably heard it — maybe you've even thought it yourself: "I can just pull Sandler techniques from ChatGPT. Why would I pay for training?" It's a fair question, and it's one we hear more and more. But it misses something fundamental about how people actually get better at selling, communicating, and showing up in conversations that matter.

In this episode, we dig into why technical competence is rapidly becoming a commodity — and what that means for anyone whose livelihood depends on conversations. The short version: if everyone has access to the same techniques, the differentiator isn't what you know. It's how well you execute when the pressure is on and your blind spots are running the show.

"Do I Really Sound Like That?" — The Blind Spot Problem AI Can't Solve

Jim shares an analogy that lands: we've all heard our own voice on a recording and cringed. Now imagine that same disconnect applied to how you communicate in a sales call — except nobody's hitting playback for you. A technique pulled from an AI prompt doesn't help you see past your own patterns. Structured practice with feedback does.

The Selling System That Starts With Listening, Not Pitching

We break down what makes Sandler fundamentally different from traditional sales training. Most people picture a great salesperson as someone who's persuasive and articulate. In the Sandler world, the best sellers are the best listeners — capturing what the other person is thinking and feeling, then determining fit. Jim describes a recent sales call where someone pitched him a solution to a barely-defined problem, and how that disconnect killed the interaction despite genuine enthusiasm from the seller.

People Buy for Their Reasons, Not Yours

This is the line that should be taped to every salesperson's monitor. We talk about why passion for your solution — without curiosity about what your prospect actually wants — comes across as pushy. And why the fix isn't to tone down your energy, but to redirect it toward understanding before prescribing.

We're kicking off our next Sales Essentials bootcamp on April 7th — ten weeks, 90 minutes every Tuesday. It's designed as a 10,000-foot view of the Sandler system: concepts to build understanding, techniques to drive action, and weekly accountability to make sure you're actually doing the work. Reach out to Jason at jason.stephens@sandler.com if you want to learn more.

The Sandler Training Hour Hosted by Jim & Jason Stephens | Crossroads Business Development

Join hosts Jim and Jason Stephens from Crossroads Business Development as they discuss techniques, tactics, and the occasional tangent associated with the Sandler Selling System. Whether you are prospecting, negotiating, or closing, The Sandler Training Hour gives you the actionable advice you need to stop "winging it" and start controlling the sale.

📧 Reach out: jason.stephens@sandler.com 🌐 Crossroads Business Development

You fought hard to get the meeting — but once you're in the conversation, do you actually know what to do next? Most salespeople spend half the call figuring out their next move instead of executing a plan. Jim and Jason break down what a real sales playbook looks like — not scripts, but a defined operating system that takes a prospect from "I heard you do good work" to a closed deal and raving fan. They cover where to start building yours: identifying what you get for free in your sales process, running autopsies on dead deals, flushing the "maybes" from a bloated pipeline, and knowing whether your CRM is driving your behavior or you're driving it. If you've ever ended a sales call with "let's schedule another meeting" because you didn't know how to close — this one's for you.

The Sandler Training Hour Hosted by Jim & Jason Stephens | Crossroads Business Development

Join hosts Jim and Jason Stephens from Crossroads Business Development as they discuss techniques, tactics, and the occasional tangent associated with the Sandler Selling System. Whether you are prospecting, negotiating, or closing, The Sandler Training Hour gives you the actionable advice you need to stop "winging it" and start controlling the sale.

📧 Reach out: jason.stephens@sandler.com 🌐 Crossroads Business Development