Finding the Right Mentor
April 17, 2025
Here at the Pritchett Agency, we believe that your word is your reputation, your character,
March 20, 2025
The fortune is in the follow-up—while 80% of sales require at least five follow-ups, most agents give up after one or two. If you’re not following up effectively, you’re leaving money on the table.
Top sales agents don’t just check in—they follow up with purpose. They know how to keep prospects engaged, remove hesitation, and move them toward a buying decision. Let’s look at the most powerful follow-up techniques that high-performing agents use to close more deals.
Most agents send generic follow-ups, but top producers make it personal and relevant to the prospect’s pain points.
Example: “Hey [Name], after thinking about your situation, I came across a policy that could save you [$X] while giving you [specific benefit]. Let’s chat and see if it’s a good fit!”
This technique keeps the prospect engaged by showing that you’re thinking about them personally, not just making a sales call.
Instead of asking for the sale right away, top agents focus on small commitments that move the prospect closer to buying.
Example: “Would it be helpful if I sent over a quick breakdown of your best options?”
People are more likely to say “yes” to a small, low-pressure request. Once they agree, they’re psychologically more open to the next step.
Clients need a reason to act now, but pushing too hard creates resistance. The best agents create urgency without sounding desperate.
Example: “Hey [Name], rates for [specific policy] are expected to change soon. If we get this set up now, we can lock in the best rate before that happens. Do you have time for a quick chat?”
This leverages loss aversion—people hate missing out on a good deal. But instead of pressuring, it positions the agent as helping the client avoid a problem.
Great agents don’t just follow up—they add value with every touchpoint. They share insights, case studies, or helpful information that keeps the conversation alive.
Example: “I just worked with a client in a similar situation as yours, and they found this policy really helpful. Want me to send over a quick summary so you can see if it makes sense for you too?”
This provides social proof, reduces skepticism, and makes the client more comfortable moving forward.
When a prospect goes cold, elite sales agents use a takeaway close—removing the offer to trigger urgency and FOMO (fear of missing out).
Example: “Hey [Name], I haven’t heard back, so I’ll assume this isn’t the right fit for now. I’ll close out your file, but if you’re still interested, let me know before Friday!”
This shifts control back to the prospect and makes them reconsider. Many people respond immediately to avoid losing an opportunity.
Following up isn’t about nagging—it’s about guiding a prospect toward the right decision. The key is staying persistent, adding value, and making it easy for them to say yes.
Want more closing strategies? Schedule some time with our team to discuss what other strategies and training our agents get exclusive access to!
Here at the Pritchett Agency, we believe that your word is your reputation, your character,
Here at the Pritchett Agency, we believe that your word is your reputation, your character,
Here at the Pritchett Agency, we believe that your word is your reputation, your character,