I Used to Think the First Conversation Was the Hard Part

[Clement Oigoga Adams]

I’m Learning That “Not Now” Doesn’t Always Mean “No”

One thing I’m starting to understand about acquisitions is that the first conversation with a seller, agent, or potential deal source doesn’t necessarily determine whether a deal happens.

Sometimes the timing simply isn’t right.

A seller may not be ready to make a decision. An agent may have other priorities. A potential opportunity might not make sense today but could look completely different a few weeks or months later.

That’s where I think follow-up becomes such an underrated part of acquisitions.

Good follow-up isn’t about constantly asking, “Do you have a deal for me?”

It’s about staying professional, being respectful of someone’s time, and keeping the relationship open without becoming a nuisance.

There’s also a patience component to it.

If every “not right now” is treated as a dead end, you could walk away from opportunities that simply needed more time to develop.

I’m realizing that consistency can build something the first conversation alone can’t: trust.

When people know you’ll actually follow through, communicate clearly, and respect their time, you become someone they’re more comfortable bringing opportunities to.

I’d love to hear from the acquisition managers and wholesalers here:

What’s the longest you’ve consistently followed up with someone before that relationship eventually turned into a successful deal?