#66 - Fortune in the Follow Up

Referrals Done Right

This episode of Referrals Done Right features a segment from a recent Zoom call Scott hosted with a group of insurance agents last week. Host Scott Grates dives into the art and strategy of following up in sales. With actionable advice and real-world examples, this episode is a must-listen for anyone looking to turn more "maybes" into "yeses" by mastering the long game of relationship-building.

What You’ll Learn in This Episode:

• Why Follow-Up is Crucial: Discover why 70–80% of initial sales conversations end in a "no" and how a strong follow-up process can transform rejections into future opportunities.
• The Farmer’s Formula: Learn the "Plant, Cultivate, Harvest" approach to building lasting client relationships and nurturing leads over time.
• The Role of Detailed Notes: Understand the importance of taking meticulous notes and creating organized follow-up plans to ensure no lead falls through the cracks.
• Thinking Beyond Immediate Sales: Explore how even small transactions can be the start of a valuable, long-term customer relationship.
• Consistency Wins: Hear why playing the long game and maintaining a value-based approach will lead to sustainable success in sales.

This episode will equip you with the mindset and tools to transform your follow-up strategy and turn every interaction into an opportunity for growth.

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Scott Grates Links:
Referrals Done Right Book - https://www.referralsdonerightbook.com
Referrals Done Right FB Group - https://www.facebook.com/groups/296359076662332
Insurance Agency Optimization - https://www.agencyoptimization.com
Scott Grates Website - https://www.scottgrates.com
Love Living Local - https://www.instagram.com/lovelivinglocal315
Scott's FB - https://www.facebook.com/scott.grates.1
Instagram - https://www.instagram.com/scottgrates
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The Referrals Done Right Podcast is sharing the secrets to creating infinite opportunities to grow your small business. Hosted by Scott Grates. Scott is the co-founder of Insurance Agency Optimization & owner of multiple insurance agencies.