Lead Follow Up—Being Consistent Without Being Pushy

When it comes to leads, how do you follow up without coming across as too pushy?

We received a question from one of the Land Geek community members, Jason, who is receiving negative feedback in response to his lead follow up emails.

Jason wrote:

In fight School, Scott talks a lot about sales—being persistent, following up with people, using the Fibonacci sequence, etc. I’ve employed that and have tried to be persistent in my sales calls, texts, emails, etc. 

I never want to bother or pester people. I never want to be that “annoying salesman”. 

So, if someone responds to an ad I will follow up with them. Usually if they don’t respond back, I will wait a few days, then a week, then two, etc. I’m not hounding them, but just checking in. 

My thought is, you responded to my ad and asked about the property so why would you get mad about me following up? Especially if it’s not every day. I try to give them space. 

BUT, lately I’ve had a few people block my number. One guy said I was “too pushy”. Another guy cussed me out. I don’t know if this is just part of the job, normal, everybody experiences it?

Do I just need to grow some thick skin? 

I know I’m not pushy and honestly I believe that I am just being consistent and nowadays people just think that ghosting and ignoring should communicate the message.

I told one guy that if he had let me know he wasn’t interested, he’d never hear from me again. 

But how am I supposed to know that?

Listen in as Mark and team Geek analyze this situation from all angles to come up with sage advice for Jason.

Joining Mark are:

  • Mike Zaino 
  • Erik Peterson
  • Mimi Schmidt
  • Aaron Williams 
  • Tate Litchfield 
  • Scott Todd 

Mark sums it up in a checklist of do’s and don’ts:

  • We don’t want to be annoying
  • We don’t want to be in the convincing business
  • We don’t want to focus too much on the land
  • We don’t want to keep chasing somebody who doesn’t open our emails

But, we also don’t want to be timid!

  • We do want to collect those “no’s”
  • We do want to show up
  • We do want to solve a problem
  • We do want to be persistent 

And finally, we don’t want to presume that they don’t want the property, we want to assume they do want the property.

Afterwards, Scott lets his Surface anger fly as the bonus material…NOT Fluff, shenanigans continue.

And, what’s the story behind this hakkasani nay nay!?

Listen in now…

TIP OF THE WEEK

Mimi: Check out the article, How To Bring The Magic Of Automation To Your Trello Boards. They have a card creation tool you can set up to automatically create your cards on Trello. There are a lot of cool tools in there to help you automate your process wall. 

Isn’t it time to create passive income so you can work where you want, when you want and with whomever you want?


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