By Todd Duncan

When it comes down to it, most originators stink at follow-up.  Yet as the Law of Response from my book High Trust Selling says, “If you don’t follow up with them, they won’t follow through with you.”  You must decide ahead of time how often you plan on contacting your clients and partners through the year…and then schedule these contacts so they are a regular and routine part of your business. 

Keep in mind that these points of contact do not include necessary calls or meetings that must be made to discuss or generate sales.  They are strictly to create loyalty and build trust.  Don’t keep leaving money on the table by failing to follow up.  You’re the boss of your business.  Don’t put yourself in the position of needing to fire yourself!

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