The Mind Creates Stories which are often just not true. I know over the years that mine created some real corkers.

The trouble is, even if they are not true, if you believe those stories, you will act on them.

If you are not following up, then you are leaving money on the table. Here are five things to consider when following up.

It’s so easy, in fact, it’s like falling off a log. Not that you’ve probably ever done that, of course – fallen off a log that is.

You go and do your weekly shop. You pay for it and take it back to the car. You then realise you’ve forgotten a couple of things. Would you then go back and ask for the extra items for free?

Of course not. You wouldn’t dream of doing that.

Yet how come when it’s a service, clients may ask you for something without paying?