💬 Introduction
You’ve done the fact find.
You’ve built rapport.
You’ve presented the solution perfectly.
And then… the client says:
“I just want to think about it.”
“Can you email it to me?”
“I’ll get back to you.”
Sound familiar?
If you’ve been in financial services for more than a week, you’ve heard it hundreds of times.
And most advisers stop right there — moving on to the next lead, while money sits untouched in their diary.
“The truth is, there’s money sitting in everyone’s follow-ups. But most advisers are too busy chasing new leads to notice.” — Terry Blackburn
🔥 The Mission: Rebuilding the Financial Services Industry
Before we dive into the tactics, let’s remember why we’re here.
The Wealthy Adviser Club exists to bring old school sales training and new school lead generation back into the financial services industry.
Terry’s vision is simple:
To help advisers master their craft, increase their income, and create wealth that lasts.
Because the industry doesn’t need more compliance meetings or generic webinars.
It needs community, real sales skills, and proven systems — like this follow-up process.
💡 Why Following Up Matters
Let’s be clear — you are not pestering clients by following up.
You’re doing your job.
You’re helping them protect their families, buy their homes, and build their futures.
Yet most brokers stop after one unanswered call or one “I’ll think about it.”
Terry puts it perfectly:
“We’re not pestering people — we’re doing the right thing. We’re helping them make the right decision for their family.”
People are busy. They forget. They get distracted.
But your job is to remind them — with professionalism and persistence.
💬 The Biggest Follow-Up Mistake
Most brokers start their follow-ups like this:
“Hi John, I’m just following up on our chat last week…”
Or:
“I’m just checking in to see if you’ve made a decision yet.”
Sounds harmless, right?
Wrong.
Those phrases scream “I want your money.”
Clients see it, skim it, and ignore it — because it feels transactional.
“When you say ‘just following up’, they instantly switch off. It’s predictable. You sound like everyone else.” — Terry
The key is to stand out — using pattern interrupts and genuine curiosity.
🧩 The Follow-Up Framework That Works
Terry tested this system across hundreds of brokers at Bespoke Financial and Mortgage Genie, refining every word, tone, and timing until it delivered results.
And it works — for mortgages, protection, and even high-ticket wealth clients.
Here’s how to follow up professionally, assertively, and effectively.
Step 1: Book the Follow-Up Before You Leave the Call
If a client says,
“I just need some time to think about it.”
Never reply with:
“No problem, when’s best to call you back?”
That gives away control.
Instead, book it in on the spot.
“Okay, no problem. Let’s give you a couple of days to review everything properly. I’m free at 11am Thursday or 6pm Friday — which works best for you?”
This does two things:
- Keeps you in control of the process.
- Maintains momentum while interest is still high.
Remember — their motivation drops fast. A week later, they’ve spoken to someone else or simply forgotten.
Step 2: Follow Up the Same Day If They Don’t Answer
If your booked call time comes and they don’t answer, don’t give up after one ring.
Call again at:
- +10 minutes
- +30 minutes
Then send a quick WhatsApp message:
“Hi John, we had a call booked at 6pm — are you still available?”
This shows commitment without sounding pushy.
Why WhatsApp?
Because it’s where people actually reply. You can see if they’ve read it, and it feels more personal than email or SMS.
Step 3: The Next Day – Assertive but Polite Reminder
If they still don’t respond, message again the next morning:
“Hi John, I wasn’t able to reach you yesterday at 6pm when we agreed.
I just want to confirm the package you’d like to set up for you and Louise.
As you don’t currently have anything in place, it can take a few weeks to finalise the cover.
Are you free later today?”
Why this works:
- You remind them of the agreement (“when we agreed”).
- You restate their problem.
- You end with a question, forcing engagement.
Always end with a question — it sparks a reply.
Step 4: Use Pattern Interrupts to Grab Attention
If they still go quiet, don’t send another “checking in” message.
Use short, curiosity-driven lines like:
“Where do we go from here, John?”
“Are you okay, John?”
These are pattern interrupts — they stand out in a sea of predictable follow-ups.
They create intrigue, and curiosity leads to responses.
“It’s not pushy. It’s just different — and different gets attention.” — Terry
Step 5: The Seven-Day Email
If a week passes and they’re still quiet, send something like this:
Subject: Update on your plan
Hi John,
I can only hold your case live on my system for a few more days.
If you’d like to adjust the plan — maybe reduce the benefits or lower the price — I can sort that for you.
If not, please let me know either way so I can remove it from the system.
Thanks,
[Your Name]
This message does two powerful things:
1️⃣ Creates urgency (“I can only hold your case live”).
2️⃣ Uses reverse psychology (“If not, that’s fine, I’ll cancel it”).
Clients don’t want to lose control — so they respond.
Step 6: The 30-Day Check-In
A month later, reach out again:
“Hi John, hope you’re well.
There have been some updates to the family protection plans we offer — they’re now even more comprehensive and competitively priced.
Do you have five minutes for a quick chat?”
Simple. Polite. Current.
And crucially, it keeps you top of mind — because sometimes timing is everything.
Step 7: Keep Them in Your Ecosystem
Even if they never buy right now — keep them on your email list, WhatsApp broadcast, or newsletter.
People change jobs, move house, have kids, get mortgages — their needs evolve.
If they see your name consistently adding value, they’ll come back.
“Leads don’t die — they just need nurturing until the timing’s right.” — Terry
🎯 Pro Tips from Terry
✅ Schedule follow-up time daily.
Even 30 minutes per day can unlock thousands of pounds sitting in your diary.
✅ Call three times — max.
One call is ignored. Two is curiosity. Three gets a callback.
✅ Mix communication methods.
Phone, WhatsApp, email, social DM — use them all.
✅ Never lead with “just following up.”
It kills your response rate.
✅ Always end with a question.
It sparks engagement — every time.
✅ Use their own words back at them.
When you mirror their phrasing from the fact find (“peace of mind for your kids,” “not losing the house”), it hits emotionally.
💭 The Mindset Shift
Stop thinking of follow-up as chasing.
Start thinking of it as serving.
You’re not bothering people — you’re reminding them of something that could literally change their life.
Persistence, done professionally, builds trust.
And trust builds wealth.
“There are clients who’ll buy — they just need encouragement. You’re the professional. Lead them.” — Terry Blackburn
🧠 Action Plan for This Week
Here’s your challenge from this week’s session:
1️⃣ Pull up your list of clients from the last 30 days.
2️⃣ Identify every quote that didn’t go ahead.
3️⃣ Start your follow-up sequence today:
- Day 1: Call ×3 + WhatsApp message
- Day 2: Reminder message
- Day 7: “I can only hold your case live…” email
- Day 30: “Plan updates” message
4️⃣ Track your responses.
5️⃣ Celebrate the wins — because they’re coming.
💎 Final Thoughts
The fortune really is in the follow-up.
Every ignored lead is a potential family unprotected, a deal unfinished, and income left on the table.
This system isn’t about being pushy — it’s about being professional, consistent, and caring.
If you commit to following up every day, you’ll close more deals, help more clients, and build real wealth.
“People forget — it’s our job to remind them. And when we do, we all win.”
🚀 Join the Wealthy Adviser Club
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- Master lead generation
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