74. From Missed Opportunities to Measurable Growth: Why A Follow-Up System Is the Key to Great Leadership (Not Just Sales) with Doug Brown

Why Follow-Up Is a Leadership Practice with Doug C. Brown

Let’s face it—“follow-up” doesn’t always have the best reputation. It can feel pushy, annoying, or just like one more thing on your to-do list. But what if follow-up wasn’t about pestering people… and instead became one of the most powerful tools you have to show care, build trust, and lead with integrity?

In this episode, Dr. Mike Patterson sits down with renowned sales expert Doug C. Brown to reframe everything you think you know about follow-up. Doug shares why this essential practice is about more than just closing a deal—it’s about strengthening relationships, delivering value, and showing others that they matter.

About the Episode:

Doug C. Brown, CEO of CEO Sales Strategies, brings over 40 years of sales leadership to the table. He’s worked with brands like Tony Robbins, CBS, and Procter & Gamble, built 35 businesses, and helped generate over $900 million in sales. But at the heart of his success is a simple principle: effective, personalized follow-up builds relationships—and relationships drive results.

In this conversation, Doug explains why follow-up should be part of every leader’s toolkit. Whether you’re managing a team, building a business, or simply aiming to serve others better, consistent and thoughtful follow-up creates connection, increases retention, and unlocks new opportunities.

You’ll hear real-world stories about how follow-up has led to massive referrals, strengthened loyalty, and even closed six-figure deals. Doug also shares how poor follow-up costs companies thousands (if not millions) and reveals how you can avoid those losses with just a few intentional habits.

Key Takeaways:

• Follow-Up = Leadership: It’s not about pestering—it’s about showing respect, accountability, and care.
• ABR: Always Be Building Relationships: Forget the old ABCs of sales—lasting relationships are what lead to lasting results.
• Why People Don’t Buy Immediately: Emotional, logistical, and trust-related factors often delay purchases—follow-up bridges the gap.
  Multimodal Matters: Effective follow-up isn’t just about phone calls—it’s texts, emails, handwritten notes, and more.
• Three-a-Day Rule: Want to change your business? Follow up with just three people a day. That’s 1,000+ meaningful connections a year.

Whether you’re a business leader, a coach, or a team builder—this episode will challenge you to rethink how you engage the people around you. If you want to build stronger relationships, increase trust, and lead with more integrity, it starts with simple, consistent follow-up.

Hit play now to learn how to put Doug’s “3-a-day” method into practice and start seeing results in your business and your life.

 

Links for This Episode:

 

Social Links

• Website (CEO Sales Strategies): https://ceosalesstrategies.com
• Vibitno: https://vibitno.com
• Facebook: https://www.facebook.com/Dougcbrown123
• LinkedIn: https://www.linkedin.com/in/dougbrown123
• Instagram: https://www.instagram.com/dougcbrown_
• Upcoming Masterclass: http://ceosalesstrategies.com/stoptheleak

 

Connect with Dr. Mike: 

• Website: https://www.drmikepatterson.com
• Book: https://www.missionfirstpeoplealwaysbook.com
• LinkedIn: https://www.linkedin.com/in/drmichaellpatterson
• Instagram: https://www.instagram.com/therealdrmikepatterson/
• Twitter: https://twitter.com/drmikepatterson
• Buy The Book!: Mission First People Always
  
  

Episode Minute By Minute:

• 00:00 – Introduction and redefining sales for leaders
• 03:00 – Doug’s origin story: learning sales at age 5
• 07:00 – Why sales is leverage—and a noble profession
• 09:00 – Reframing follow-up as a leadership and relationship tool
• 12:00 – How follow-up is like calling after a great date
• 14:00 – Personal story: surgeon follow-up vs. hospital silence
• 16:00 – The impact of consistent contact on referrals
• 19:00 – Forget “Always Be Closing”—try “Always Be Building Relationships”
• 21:00 – Emotional and psychological barriers to buying
• 24:00 – Unethical vs. ethical selling: trust and transparency
• 29:00 – The hidden cost of poor follow-up and missed sales
• 32:00 – Real-life example: the realtor who earned the business
• 36:00 – Why multi-modal follow-up (text, email, snail mail) works
• 40:00 – Doug’s challenge: follow up with 3 people a day
• 44:00 – Final thoughts and how to put relational follow-up into practice