title: Prospecting Follow-Up description: [AFW S.8.20] How to follow-up with your prospect before the sale. published: true date: 2026-06-30T08:12:48.651Z tags: editor: markdown dateCreated: 2024-09-12T20:41:19.581Z

Follow-Up Cadence for Paperwork Request¶

"What is the best cadence for follow up with a prospect? I.e. you have an intro call and send a request for information to take the next step. How long should I give the prospect to respond with documents?"

After the meeting, send the request for information two days later.
Give them two weeks to respond with documents.
If they don't respond, reach out every two weeks for a month. However, vary the method. If you called first, text the second time you reach out.
If a month passes and they have not sent you their documents, the opportunity has now stalled.

Immediate Follow-Up¶

Watch Immediate Prospecting Follow-Up (2022-10) VIDEO

If you happen to have their mailing address, then sent them a handwritten thank-you note.

At the conclusion of your first prospecting encounter obtain your prospect's phone number and email (especially email - if they won't at least give you that, then they're not interested).

If you give me your email, I will follow-up with additional information of what we spoke about, and with your permission I will add you to my monthly client newsletter. I send it 12 times and year will never 'spam' you. Is that ok?"

As soon as you get to a computer, send them a follow-up email with this structure:

Thank them for speaking with you.
Answer any questions that they may have brought up during your conversation. Attach any applicable marketing pieces.
Add them to your monthly client email newsletter, and let them know that you have done so.

"FYI, I took the liberty and added you to my monthly client email newseltter. It always includes a brief newsletter by Nick Murray and the 'Podcast of the month' from American funds, and my 'book of the month'".

Attach the ICA marketing piece and the ICA Guide PDF.
Attach the Wisdom from the World's Great Investors PDF and encourage them to read it.
If you've decided to mail them Nick's Simple Wealth book then do so now and include the tracking number in this email. If you don't want to gift it to them, then encourage them to buy it and attach the SWIW marketing piece.
Write a brief variation of the Coffee Script.
End with the next step, whether it's a phone call, video call or in-person meeting. This is the most important step - you must have a call-to-action request.

Following-Up After Being 'Ghosted'¶

You thought they were ready to start working with you. And then they ghosted you. This happens to the best of us. So, when a hot prospect who you know is a good fit for your practice and you know you can be of great value to you, turns into a cold prospect, is there anything you can do to revive their interest?

I’ve found two types of emails that can often warm up a prospect who has gone cold.

Email 1: Send them a blunt email.¶

If they have gone dark try this, you don't have that much to lose. Just be respectful about it.

Subject line¶

Close the file?

Text¶

Forgive me for bugging you but I was curious if you're interested in talking more or if I should close the file.

A lot of times people appreciate that you aren't beating around the bush and will provide clarity about what is holding them back.

Email #2: Send a Quiz¶

Send a fun email with a quiz that asks them to check the box that most applies to their situation.

Subject line¶

A short quiz for you!

Text¶

Forgive me for bugging you but I was curious if you're still interested in talking more - it's been a while..

"I was stuck on a desert island for two weeks and have just been rescued. Give me a few days to re-engage."
"I was called up to pitch for the LA Dodgers and I’m busy getting back into playing shape."
"I’m sorry I’ve been hard to reach. Let’s get something scheduled."
"I don’t think I’m a great candidate for the work you do."

If your answer #3, you can schedule a convienent time with me at cal.clientfirst.pro.

Use Certified Mail for hard to Reach Prospects¶

Here's how to contact hard-to-reach prospects...

Let’s say you’ve got a prospect whom you’ve been trying to get in touch with over the course of several weeks or months. And, no matter what you do, they keep ignoring you.

Send them a piece of Certified Mail.

Yes, actual Certified Mail. With the green sticker. The kind that makes people pause and wonder, “What the heck is this?”

Some think it’s the IRS. Others think it’s from a lawyer. Some sign for it with a gulp. But they ALWAYS open it. Certified Mail gets read, period.

Do NOT hide the fact that it’s Certified Mail. Reference it in your mailer. Come right out and say:

“Yes, this is Certified Mail. No, you’re not in trouble. I’m not the IRS. I’m not a lawyer. I’m just someone who is willing to go the extra mile to put this in your hands because I believe it can help you.”

I would only save it for the hard-to-reach people because it’s not cheap.

NOTE: Whatever you do must always be respectful. And, if this prospect was referred to you, you don’t want any bad word of mouth to be generated.

Speaking of referrals… when a referral prospect goes cold, checking in with the referral source (the introducer) can often get things rolling again.

Friend Stated They Have Referral For You But Hasn't Given It¶

Try these...

"A few months ago you mentioned your sister had a baby. A while back you mentioned a few people who might need my services. Do you see Magdalena as in that category?"

"I saw that Beata Smith wrote you a recommendation on LinkedIn a few years ago when she worked for you. Do you suppose she'd be a good person to be introduced to, in case she needs someone to help her with retirement in a few years?"

Prospecting Email Series¶

The Emails¶

Tracking¶

The Clients Worksheet version 7.9 and above has sheet where you can track which emails, and when, you sent them your prospects.