The Secret Sauce to Off-Market Deals? Follow-Up

[Jeremy Beland]

If you’re in this game for real, you already know:
The first call rarely closes the deal.

Most off-market deals don’t happen the moment a lead comes in. They happen after the 5th, 7th, or even 12th touch. That’s why follow-up isn’t optional—it’s everything.

Here’s what I’ve learned:

Urgency Wins
If a motivated seller reaches out, you’ve got a small window. Waiting even an hour could mean losing that deal to someone else. Speed doesn’t just show professionalism—it builds trust.

Use the 3-2-1 Follow-Up Rule
3 calls on Day 1

2 calls on Day 2
1 call on Day 3

Most people stop after one or two tries. That’s a mistake. The consistent follow-up is what gets you in the door.

Organize Your Pipeline
Don’t treat every lead the same. Know who’s hot, warm, or cold. Your follow-up should match where they are—not where you wish they were. If you're not tracking and prioritizing, you're just guessing.

Go Beyond the Property
It’s not about square footage or repairs. It’s about the seller’s situation.
Why do they want to sell? What’s going on behind the scenes? The better you understand their real motivation, the easier it is to make something work.


Bottom line:
Deals aren’t won by the investor with the biggest list—they’re won by the one who follows up better. If you’re not staying top of mind, someone else is. And they’re walking away with the deal you thought was dead.

So here’s a question:
How are you following up right now—and where can you tighten it up?

Take the time. Build the system. And don’t let good leads slip through the cracks.