Why Most Associates Leave Money on the Table
Studies across sales industries consistently show that over 80% of sales require 5 or more follow-up contacts. Yet most salespeople give up after 1–2 attempts.
With LegalShield leads, the prospect raised their hand. They're interested. Life just gets in the way — they forget, they get busy, they need a nudge. Your follow-up is that nudge. It's not pestering — it's professional persistence.
The 7-Touch Follow-Up Cadence
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Touch 1 — Call within 5 minutes of receiving the lead
Intent is highest right now. Even if they don't answer, leave a brief voicemail referencing their request. This is your most important touch.
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Touch 2 — Text within 30 minutes (if no answer)
"Hi [Name], this is [Your Name] with LegalShield. You recently asked about legal coverage — just wanted to reach out. Happy to chat whenever works for you. What's a good time?"
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Touch 3 — Email on Day 1 (evening)
Send a brief email with a clear subject line like "Your LegalShield coverage question." Keep it short — 3–4 sentences, a clear value statement, and a call to action to schedule a quick call.
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Touch 4 — Call on Day 2 (different time of day)
If you called at 10am yesterday, try 5pm today. People have routines. Varying the time increases your connect odds.
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Touch 5 — Text on Day 3
"Hi [Name] — just following up on your legal coverage question. I know life gets busy. Even a quick 5-minute call could save you a lot if a legal issue comes up. What works for you this week?"
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Touch 6 — Call on Day 5
Reference something specific about their situation if you can. "I was thinking about what you mentioned about [the ticket / the lease / the business contract] — wanted to see if you had any other questions."
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Touch 7 — "Break-up" email on Day 7–10
"Hi [Name], I've tried reaching you a few times about your legal coverage question. I don't want to keep bothering you — so this will be my last reach out. If you ever want to revisit this, I'm here. [Your name + contact]"
Counterintuitively, break-up messages often get the most responses. People feel the urgency of losing the option.
Follow-Up Rules
- Always have a reason to reach out. Not just "following up" — reference something specific to them or their situation.
- Mix your channels. Some people don't answer calls but respond to texts immediately. Some prefer email. Use all three.
- Never be aggressive or guilt-trip. You're a professional offering something valuable. Your follow-up should feel helpful, not desperate.
- Track everything. Know when you called, what was said, and what the next step is. Without a system, leads fall through the cracks.
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LegalSalesLeads.com is an independent marketing and lead-generation platform and is not affiliated with, endorsed by, or sponsored by LegalShield® or Pre-Paid Legal Services, Inc. (PPLSI). LegalShield® is a registered trademark of PPLSI. References to LegalShield are used solely to identify the intended audience for our services.