...Up that is.

All the carefully orchestrated prospecting in the world won't do any good without follow up. It's kind of like putting money in the bank and never making a withdrawal.

One strategy is to offer to send the prospect something. This can be a simple email, a phone call at a later date, an article of interest, book or other gift.

As long as the follow up does not involve their immediate attention like a phone call or appointment, you should always set yourself up to over-deliver.

Tell them when they can expect it and get it there sooner. Because over delivering is appreciated by everyone. Most referral sources you will encounter are so accustomed to being over promised and under delivered to by Loan Officers that your over delivery and follow up will start your relationship off right ever time!