The 24 hour callback
Every quote you send has a clock on it. If you do not call within 24 hours, someone else does. Or the client just forgets. Either way the deal cools.
Call the next morning, not the next week. Keep it simple. "Morning, this is Mike. I sent your quote yesterday and wanted to make sure it came through okay. Want me to walk you through the options real quick?"
Most clients have not even opened the email. Your call is the reminder that gets it read.
The dead lead revive text
Leads you wrote off two months ago are not dead. They are just quiet. A short text brings back one out of ten, which beats sitting in your CRM doing nothing.
Send this: "Hi, this is Mike from Statewide Insurance. You asked about coverage a while back and I never wanted to be a pest. If you are still shopping, I can run fresh numbers in about five minutes. Worth a look?"
Send it to 20 old leads this week. Three replies is a good result. One of those becomes a policy.
Ask for the intro at the yes
The best time to ask for referrals is not two weeks after the sale. It is the minute they say yes. They just decided to trust you. That is when the door is open.
Say this before you hang up: "Glad we got this sorted. Quick favor. I work off referrals from people I actually help. Is there one person you know who is probably overpaying right now? Just a name. I will do the rest."
Do not ask for three names. Ask for one. You will get it.
Three tactics, three minutes. See you next week.
— The Follow-Up Playbook