If there is one sales habit that separates top performers from the rest, it is this: consistent follow-up.
The reality is that most sales are not closed on the first call, first meeting, or first email. In fact, studies show that over 80 percent of sales require five or more follow-ups. Yet the majority of salespeople give up after just one or two attempts. That means if you are the one who keeps showing up professionally and respectfully, you are already standing out from the crowd.
Following up is not just about persistence. It is about building trust. When you continue the conversation, you show the prospect that you are serious, reliable, and invested in their success. You are also giving them time to process, ask questions, and feel more comfortable with making a decision.
What is more, following up strategically allows you to add value. Every message or call does not need to be a pitch. Use your follow-ups to share insights, address concerns, and reinforce the specific benefits of your solution. This positions you as a partner, not a pushy salesperson.
Here is the truth. Most of your competitors will not follow up more than once. That is your edge. By being the one who circles back thoughtfully and consistently, you stay top of mind when the time is right.
Do not let a “no” today stop you from getting a “yes” tomorrow. The deal often goes to the rep who simply did not give up.
Tip: Set reminders. Build a simple follow-up cadence. Keep it personal. The fortune really is in the follow-up.
A food distributor recently partnered with Premium Recovery Experts to determine if their workers’ comp premiums had been calculated correctly. On the surface, everything appeared to be in order, and the audit conducted by the insurance carrier was 99 percent accurate. But our job is to look at every detail carefully, and that is exactly what we did.
During our review, we discovered that one employee had been misclassified in a job category with a higher risk level than was appropriate. Although this seemed like a minor issue, it resulted in more than $21,000 in overpaid workers’ comp premiums. We worked directly with the insurance carrier to correct the error and secured a refund for the client.
This case highlights how even small mistakes can have a big financial impact. Many companies assume their audits are accurate, but without a detailed review, significant errors can go unnoticed for years.
At Premium Recovery Experts, we are focused on this kind of precise review. Our service involves no upfront cost, and if we do not find savings, there is no fee.
If you have never had your past audits reviewed, now is a great time to start. You could be owed money without realizing it.
In today’s fast-paced world, maximizing LinkedIn without getting lost in endless scrolling is key. The solution? A disciplined, 9-minute daily strategy that keeps you focused on opportunities, without the distractions.
How It Works
Commit to three quick LinkedIn check-ins per day, each designed to help you uncover leads and potential sales conversations:
The Power of Intentional Scrolling
Set a 3-minute timer before each session. This keeps you laser-focused. As you scroll, pay attention to:
Instead of passively consuming content, take action:
Why This Works
This strategy keeps you engaged without overwhelming your schedule. It ensures you spot opportunities as they happen, giving you a competitive edge in building relationships, finding prospects, and strengthening your network.
Try it for a week and see how your LinkedIn engagement shifts. Are you ready to turn your scrolling into strategy?
A franchise owner of a popular fast-casual restaurant with 50 locations recently partnered with Premium Recovery Experts to review past workers’ comp audits. With a high volume of hourly employees and fluctuating payroll, workers’ comp premiums were a significant expense. What we found was a costly but common mistake: incorrect overtime calculations.
Workers’ comp premiums are based on payroll, but not all wages are treated equally. Overtime should be discounted to its base pay rate before being factored into premium calculations. However, this franchisee’s insurance provider mistakenly included full overtime earnings in their calculations, leading to inflated premiums across multiple locations.
After a thorough audit, we uncovered $22,000 in overpaid premiums. The best part? This refund was secured without switching carriers, brokers, or policies, and the franchisee barely had to lift a finger.
With a 75% success rate, we specialize in identifying these hidden errors and recovering funds for businesses like yours. If you own or manage a business with hourly employees, let’s review your past seven years of audits. You could have found money waiting to be recovered.
In life and in business, we get precious few guarantees. One that comes to mind is this: Change is inevitable!
So, how does a business leader stay focused on their goals in a world of constant and swirling change?
Here are three powerful tips to help you stay focused during massive changes:
1. Get extremely clear on your goals. When you have a clearly defined goal, you’re sending a direct message to your mind that what you want is exact. Your marvelous mind goes to work on your behalf to make that idea/dream/vision/specific goal part of your reality. Decide what you want, write it down, and work towards it day by day.
2. Stay focused. In today’s ever-changing world, it’s super easy to get distracted. Make time each day to intentionally focus on your goal through meditation, journaling, or visualizing. This keeps the goal fresh in your mind and it keeps your motivation high. When your mind is laser-focused on your goal, you’ll be able to easily identify what activities bring you closer to your goal and which ones are just distractions.
3. Apply persistence. In Napoleon Hill’s great work, Think and Grow Rich, he says, “Persistence is to the character of man as carbon is to steel. Think about that for a minute: There’s nothing really special or sexy about persistence, but without it, we’re sunk before we even start. Persistence lives in the mind. It is a moment-by-moment choice at times, but the promise is simple – we only fail to achieve our goal if we quit trying.
By adopting the mindset outlined above, you’ll be powerfully equipped to get exactly what you want no matter how the world changes around you.
For more mindset tips, please reach out to our good friend Lauren Weibert.
Lauren Weibert
Mindset Coach and Consultant
563-340-3136
lauren@laurenweibert.com
https://laurenweibert.com
A Home Health Care agency reached out to Premium Recovery Experts, and we got to work. Our thorough review uncovered errors in the calculation of their state surcharges and assessments—just one of several factors impacting their annual workers’ comp premiums. These overstated costs were tied to Experience Rating errors, which we identified and corrected.
The result? A $52,785 refund spanning six older policies, with the oldest refund coming from a 2012 policy—13 years ago!
If you haven’t worked with Premium Recovery Experts to review your past workers’ comp audits, you could have “found money” waiting to be recovered—even from policies over a decade old.
Let’s find out what’s hiding in yours. Contact us today for a risk free no hassle analysis!
Pricing objections are among the most common hurdles sales professionals face. It’s easy to get flustered when a prospect says, “It’s too expensive” or “We can’t afford that.” But objections like these often stem from a lack of perceived value, not the actual cost. Here’s how to handle them effectively and keep the conversation moving forward.
1. Understand the True Concern
When a prospect objects to pricing, dig deeper to uncover the real issue. Ask questions like, “Can you share more about your budget constraints?” or “What specific concerns do you have about the investment?” This not only clarifies their hesitation but shows you’re invested in solving their problem, not just making a sale.
2. Highlight the ROI
Shift the focus from cost to the return on investment. Help your prospect see how your product or service solves their pain points and generates measurable results. Use concrete examples, like case studies or testimonials, to demonstrate how others in similar situations have achieved success.
3. Reframe the Conversation
Sometimes, a simple mindset shift can help. Instead of focusing on the total price, break it down into smaller increments or show the cost relative to the benefits. For example, “This solution will cost you $X per day—less than what most companies spend on coffee—but it can save you [time/money] and drive [specific results].”
4. Build Confidence
Assure your prospect that their investment is low-risk. Whether it’s a money-back guarantee, a trial period, or flexible payment options, give them a reason to trust in your solution. Remember, pricing objections are opportunities to educate your prospect, not shut the door. By emphasizing the value you deliver and aligning your solution with their needs, you can turn hesitation into a “yes.”
A Sanitation company hired Premium Recovery experts, and we reviewed the workers’ compensation premiums paid by this company over the last 7 years. We uncovered errors in the Experience Modification Ratings (EMR) for 2018 and 2019. The EMR, which affects premium costs based on a company’s safety record and claims history, had been miscalculated, leading to overpayment.
We worked with the company’s previous insurance carrier to correct these errors, resulting in two refund checks totaling $39,868. This case emphasizes the importance of reviewing past workers’ compensation audits for errors, even when premiums seem correct. Small mistakes in EMR calculations can lead to significant overpayments.
We recommend businesses regularly audit their workers’ comp records to ensure premiums are accurate and identify opportunities for refunds.
Contact us today to find out if your money is sitting in a previous audit!
First impressions matter. In sales, the connections you make during that first call or meeting can determine whether you’re remembered—or forgotten.
The relationships you build with other professionals aren’t just about the here and now; they can open doors to future opportunities, referrals, and growth. But how do you make a connection that truly stands out?
Here are four powerful tips to help you build instant rapport when networking:
1. Listen Twice as Much as You Talk (The 15-Minute Rule)
Dedicate the first 15 minutes of your conversation to understanding the other person. Ask thoughtful questions to uncover their needs and goals. The more you listen, the more valuable your responses will be.
2. Understand Their Ideal Client or Center of Influence
Ask who they’re looking to meet—be specific. Learn about their ideal client’s industry, company size, location, and decision-making process. Additionally, find out who might serve as a valuable introduction to their goals.
3. Ask for a Success Story
There’s no better way to understand someone’s work than hearing about their wins. Ask them to share a recent success story that highlights how they’ve helped others. This gives you insight into their strengths and expertise.
4. Ask Unique, Thought-Provoking Questions
Stand out by asking questions that show you’re invested in their success:
By following these strategies, you’ll not only build trust and rapport but also position yourself as someone worth knowing.
Ready to take your networking skills to the next level?
Email: info@premiumrecoveryexperts.com
Phone: 800-532-4193
#PersonalBranding #Networking #ProfessionalGrowth
A New York City-area specialty contractor engaged us to review their premium calculations over the past seven years. We conducted a thorough analysis of their Experience Modification Ratings, focusing first on the losses incurred on their policy and the reporting of that loss data to the Rating Authority.
We then shifted our attention to the losses incurred under the various owner-controlled and contractor-controlled insurance programs (“wrap-ups”) they participated in during that time. This second focus—the “wrap-up” loss experience—is unique to the construction industry and prone to errors. Because the insured does not own these policies (they are owned by the construction project owner or general contractor), they have limited oversight and control over data reporting, leading to mistakes.
As a result of our review, we identified errors on their policy and several “wrap-up” policies. Our corrections led to revisions of five Experience Modification Ratings over the seven-year period and resulted in over $160,000 in refunds on older policies.
Experience Modification Rating calculations are highly complex, especially in the construction industry. A good Rating is crucial for subcontractors, as a poor one can disqualify them from bidding on certain jobs. Our service provides a valuable tool for construction industry clients seeking to maintain a strong bottom line.
Contact us today to find out if you’ve been overpaying and uncover potential savings!
