The Fortune Is In The Follow-Up

Read Time - 2 minutes

The Fortune Is In The Follow-Up

There’s a silent killer in most agency sales pipelines.
It’s not pricing. It’s not competition.
It’s the lack of a simple, consistent follow-up.

We spend time perfecting our website, nailing the in-home assessment, and preparing beautiful brochures…
Then we speak with a family who seems interested, and when they don’t sign right away, we just… wait.

No follow-up. No reminder. No second ask.

That’s where most sales die. Not in rejection—but in silence.

Most People Don’t Decide on the First Call

A big mistake agency owners make is thinking a "no reply" means "not interested."

But most families are simply overwhelmed. They’re comparing multiple agencies. They’re scared of making the wrong choice. They’re waiting for someone to make the next move.

That someone should be you.

And it’s not just about following up—it’s about how and when you follow up.

Timing Matters More Than You Think

The best follow-ups happen within 24–48 hours of the initial conversation.

Why? Because that’s when:

• You’re still fresh in their mind

• The urgency is still high

• They haven’t yet formed a strong relationship with another agency

If you wait a week, you’ve probably lost them.

What to Say When You Follow Up

Following up doesn’t mean pestering. It means adding value.

Here are a few ideas:

• Offer a free hour of care as a no-risk way to get started

• Share a helpful guide or checklist on how to choose the right provider

• Ask how their search is going and what they’re looking for

• Gently ask if they’ve spoken with other agencies, and be ready with a clear, confident response about what makes you different

You’re not chasing. You’re showing up as someone helpful, trustworthy, and proactive.

The Bottom Line

Follow-up is where the majority of your sales will come from.
And the agencies that follow up with value and timeliness are the ones that win.

Don’t let the silence fool you.
Be the one who shows up.
And keep showing up—with care, clarity, and confidence.

How Are You Finding These Weekly Newsletters?

I wanted to use these emails to dive deep on useful strategies that build on the fundamentals of running a home care business. We’ve received a lot of positive feedback from readers (all home care agency owners or operators), but we’d love to hear from more! Just email us back and let us know what you’ve enjoyed or haven’t enjoyed, what you want to see more of or less of, and how you think we can make these better while keeping the information free.

Talk next week!