Follow-Up
Follow-up is the structured sequence of post-first-contact touches with a prospect — calls, emails, SMS — designed to advance the sale through stipulation collection, decision pending, and close stages until funded or definitively disqualified.
Why This Matters
Follow-up is where most MCA deals are won or lost. Industry data shows 80% of funded deals require 5+ follow-up touches after initial qualification. Reps who follow up consistently close 2-3x the deals of equally-skilled reps who drop the ball. Follow-up discipline requires CRM hygiene (every commitment logged with date and action), automation backstops (CRM-triggered reminders for stale opportunities), and management accountability (pipeline reviews catching stalled deals before they go cold).
Frequently Asked Questions
Frequently Asked Questions
How many follow-up touches should I make on a hot MCA lead?
Daily for the first 5 business days post-application, then every 2-3 days through approval, then daily again during stipulations collection. Most stalled deals die from lack of urgency, not from rejection — keep the cadence tight through close.
What's the right channel for MCA follow-up?
Phone for substantive updates and stipulation requests. SMS for time-sensitive nudges ("approval just came back, can you sign and send today?"). Email for documentation and recap. Match channel to message urgency and expected response speed.