The Deal You Missed Wasn't the Lead… It Was the Follow-Up

Dealer Talk With Jen Suzuki · Apr 27, 2026 · 11m

Dealers still ask me all the time, "Jen… what leads are the best?"

And I always give the same answer… the ones already sitting in your database.

In this quick class, I break down the biggest miss I see in dealerships everywhere. Salespeople are told to follow up… call for referrals… make birthday calls… but nobody really teaches them how to do it without feeling like a nuisance. So what happens? They stop.

Here's the truth. The money isn't in the first call. It's in the one nobody makes.

Follow-up isn't about checking a box. It's about building a career. Staying relevant. Staying human. And…