So today, we’re covering something I often talk about: being persistent.
What does that mean?
It means calling your leads over… and over… and over again.
Because in REI, “no” really means “not yet.”
It is very rare to get a deal from the first touch — that first time you contact a seller. They don’t know you, they might be skeptical, they may think you’re a scammer, they may be overwhelmed…
Usually, sellers say no on the first call. :-/
That doesn’t mean you’re done, though.
Research shows that people finally respond to the 5th, 6th, or 7th touch. That means you have to send 5, 6, or 7 postcards before they call you. You have to make follow-up calls 5, 6, 7 times.
So you keep following up. Again. And again. Perhaps eventually, you’ll reach the seller when the time is right for them. This person has seen your number come through on calls, listened to your voicemails, and seen your texts. They know of you now.
When the time is right, they might just work with you.
Know that when you do make follow-up calls, it might go to their voicemail. Don’t give up. Call them again the next day. Send them a text. Keep following up. Even a month later, follow up again.
Don’t worry about being a pest or messing up. Just keep doing it.
Try this: If your call goes straight to voicemail, hang up. Then call right back and leave a message. And do the same thing again tomorrow.
Listen to this… my business partner gets excited when we have a long follow-up list.
Because we get sooo many deals from following up. At least half. Really — half of our deals come from following up.
Keep calling. Send more direct mail. Another text. Another email. Keep at it. It’s worth it. Don’t get discouraged. Be committed.
Be super persistent.
The fortune is in the follow-up.