Selling and marketing are each a series of conversations about change. During those conversations, you work to create a preference for you, for AmeriLife and for the solution you offer. Marketing and selling are also a series of commitments, a series of agreements to do certain things together as part of a process of exploring and making change. You make this process more difficult when you don’t gain commitments. The need to follow-up is driven by the failure to gain the commitment to take next steps with your prospects and clients. By failing to get the commitments you need, you create the need to follow-up. You know what to do today – take care of business.