Most deals closed in “follow up” are low hanging fruit – This is NOT Follow Up…
Many people believe they are following up by keeping close touch with those buyers & sellers who are engaged, answering the phone, and giving signals all along the way that they are interested. The truth is, this is NOT follow up, this is simply closing your easy, front end, low hanging fruit deals that anyone with moderate skill will get done.
True Master Deal Makers follow up with the knowledge illustrated in Scroll VI found below: (revelation I mentioned above.)
“No longer will I judge a man on one meeting; no longer will I fail to call again tomorrow on he who meets me with hate today. This day he will not buy gold chariots for a penny, yet tomorrow he would exchange his home for a tree. My knowledge of this secret will be my key to great wealth.” – Og Mandino
True Master Deal Makers follow up to create deals with those difficult folks when everyone else quits. Those that stop answering the phone. Rude people. Often people who say, “Stop calling.” A character known as “Mr Hate” shows up at that first call or appointment. Closing a deal with Mr. Hate requires a Master Deal Maker.
The true Master Deal Makers EXPECT some “new person” to respond and some point in the future instead of Mr. Hate.. A new, more polite, more reasonable person ready to make their deal, perhaps he will change his name to “Mr Closed Deal”. I’ve seen HUNDREDS, maybe even more than 1,000 closed deals on which I’ve been paid throughout my career where Mr. Hate was eventually converted to Mr. Closed Deal.
The KEY to Closing Deals in Follow Up
I’ve seen Master Deal Makers follow up with calls, texts, emails, & even physical mail for years to eventually win their deal. Â They’ve EARNED that deal through that follow up – with not much validation of their effort until the very end. Â THAT is the KEY to Closing Deals in Follow Up. Consistently follow up – EVEN WITH MR. HATE!!