Andy NearyI help insurance professionals turn brand awareness into business growth.

FACT: It’s not your prospect’s obligation to get back to you. It’s your job to stay persistent.

2 Sept 2025 · 1 min

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0:47

Andy Neary argues that salespeople shouldn't wait for prospects to reach back out. Instead, treat weekly follow-up as your job, block time for it, and keep sending messages until the timing clicks. Persistence improves win rates and protects your pipeline.

Chapters

It is not your prospect's obligation to get back to you. A lot of producers want to make excuses and actually place blame on the prospects for not getting back to them. It isn't their job. It's your job to stay persistent. This was a huge change for me every week when I follow up with our pipeline. I have fun with it now because I know it isn't their job to get back to me. It's my job to stay in touch with them. And I know that if I keep sending a message every single week, one of them is going to hit them on the right day, which is going to lead to action. Action. So when you block time to prospect, stop having this attitude that you owe me something they don't. You owe it to yourself and your bottom line to stay in touch with them and stay persistent. Because if you do, you will win long term.