You may as well be lighting your marketing budget on fire if you're not following up. While Kathy's away, Joanna sits down with special guest Laura Winningham to unpack the follow-up system that separates agents who fill their calendars from agents whose RSVPs go cold.

Laura shares her exact playbook from calling every lead before the event and using storytelling techniques that build instant trust, to capturing the cross-selling opportunities (cancer, home health care, life insurance) most agents miss.

In this episode:

• Why calling leads before the event sets the first impression and outperforms waiting for an inbound call

• How storytelling (not the ABCs) is what actually sells you in a seminar

• Reading the room: tailoring your pitch to teachers, federal workers, and union members

• The "Cancer Alley" hook and other stories that make prospects lean in
• Real client stories: the $10,000 deductible surprise, the wired-jaw dental gap, and the scooter that got denied
• How the Heartland home health care rebate mechanism works (and why clients love it)
• Using VAs and automations without losing the personal touch
• The permission-to-contact rule: why no-shows and old leads are still fair game
• Why your existing client list is a goldmine you're not mining hard enough

Guest: Laura Winningham
Host: Joanna Wyckoff
Insurance Business Babes is owned by Cmed LLC.