John WetmoreSales and Scaling Coach for Small Business and Corporations. Keynote Speaker. Podcast Host. Life Insurance Leader.

The BEST Client Follow Up System

Name: The BEST Client Follow Up System
Uploaded: 2025-09-11T19:49:00+00:00
Duration: 47 s
Channel: John Wetmore
Description: In this monologue, the speaker reflects on his shortcomings in client follow‑up, particularly around annual reviews, and how those lapses cost him repeat…

11 Sept 2025 · 1 min

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In this monologue, the speaker reflects on his shortcomings in client follow‑up, particularly around annual reviews, and how those lapses cost him repeat business. He recounts a recent event in Atlanta where a colleague from Tampa suggested targeting specific counties for growth, but the speaker resisted. He then describes a meeting with a long‑time client, Giovanni, noting that he hadn’t written a new policy for that client in eight years, yet the client’s house eventually generated five additional policies after the speaker’s neglect. The speaker realizes that better follow‑up—especially after annual reviews—could have turned one client into six policies. He emphasizes that consistent, proactive follow‑through is essential for generating repeat business and sustaining sales performance.

Chapters

Where I was bad was the annual review stuff. I didn't see this as like I want to be a salesperson forever, so I did bad there. So we have my event in Atlanta a couple weeks ago. He came up from Tampa and he wanted to run business up in Atlanta. So he picks a county and I'm like, nah, don't run that county, run these 3 counties. These will be good demographically, whatever. Sits down with a client of mine. I ain't written a policy in like 8 years. 10-year-old policy. Sits down with Giovanni. Still, my policy's still in the books. How many policies that lady have? 4 or 5 after me. I did a poor job following up. He wrote a policy on my client 10 years later and 5 policies later. Does that make sense? Meaning, had I done what he just said better, I'd have had 6 policies in that one house. And I've seen thousands of clients. Does that make sense? It's like all this stuff's so important to continue to follow through with it. Where I did most of it and I'm like, annual review, ah, give me more leads. I was better there. You know?