Why Waiting to Follow Up Is Costing You More Than Just Leads

It’s easy to assume that people will wait for your call, that they’ll respond when you finally feel it’s time for the conversation to happen. I know this because I’ve been there. For too long, I lived with that dangerous assumption, thinking that leads would stay loyal without me earning it. I told myself they’d still be there when I was ready. But that’s not how it works.

Lead generation isn’t forgiving. And the most painful lesson I’ve learned is that procrastination costs far more than missed opportunities—it can bleed your business dry. Early in my career, I developed habits that were, quite frankly, toxic. I didn't hustle when I needed to, and I didn’t develop the urgency that should come with working in a business that relies on trust and timing. I assumed people would wait for me, but the truth is, nobody waits. Not for me. Not for you. Not for anyone.

There were referrals I didn’t follow up on fast enough, leads I took my time with, and opportunities that slipped right through my fingers. And every time I missed the mark, someone else didn’t. Someone else showed up when I didn’t.

I still remember one of the hardest lessons I ever had to learn: