Today Dr. T's guest is Wanda Allen, a speaker, coach, and corporate trainer specializing in follow-up sales strategies. Dr. T and Wanda discuss why following up with your prospective client is essential. Wanda shares the surprising statistics of how many people don't follow up and says if you don't consistently follow up, you leave money on the table. They talk about why people fear follow-up and why you should push through it and be willing to be uncomfortable. Asking questions and being more interested than interesting helps build relationships, and you come from a place of service rather than selling your services. Finally, Wanda talks about her firm belief in relationship management. In keeping that relationship moving forward, we should also ask for referrals and testimonials, and Wanda mentions the two things that have made her business successful.