Filter and Sort

staying in touch · tactic

Filter to one tier, sort by last contacted with the oldest first, and reach out to the names at the top without cherry-picking.

The idea

Left to choose, we cherry-pick. Filter and sort takes the choosing away: the list tells you who's next, and it's someone you haven't talked to in the longest time. It's a fun exercise I run in my weekly program.

How to do it

  1. Filter your CRM or list to one tier (your A's, or your B's).
  2. Sort by last contacted, oldest first.
  3. Reach out to the first names on the list. DON'T CHERRY PICK. If you feel like skipping someone, that's even more reason not to.
  4. Talk about anything but business. Then feel good about it.
  5. A weekly rhythm we used: one A, where the task is to try to get together (the try counts, the meetup doesn't have to happen), and five B's, where just saying hi is plenty.

Example

The name that makes you wince a little is your person. They probably feel the same guilt about you, each of you assuming the other is annoyed. I honestly can't think of a single time a "long time no talk" message got rejected. At worst, silence, which was already there.

Script

Watch out for

Sources

Relatable: Filter Relatable to one sphere and the cadence suggestions surface who's overdue. Any spreadsheet with a "last contacted" column sorts the same way. How-to: Know who to reach out to next, Find anyone in your network in seconds.

Related frameworks

Read next

By Zvi Band. Newsletter: Your Network Starts with You. Book: Success Is in Your Sphere.