Most deals are not dead! · Small Market REI

Most deals are not dead!

Back in May of 2025, I met this seller for the first time. I walked the house he grew up in. It was an inherited situation, and you could tell there was a lot tied to it. Memories, family, responsibility. His brother was involved but was not helping much, and you could feel that he was carrying most of the weight himself.

I made him an offer, and he told me no.

And honestly, that is where most investors would have moved on. They mark it as dead and go chase the next lead. But I have learned that no usually does not mean no forever. It just means not right now.

So I put him into my follow up sequence.

Nothing aggressive. Just consistent, natural touch points. A quick call. A simple message. Just staying present and keeping the conversation open. This is where conversational hypnosis really comes into play. You are not trying to force a decision. You are allowing time, circumstances, and trust to work together while you stay in the background.

Almost a year went by.

Then out of the blue, he reached back out.

“Hey Travis, I think I’m ready to revisit this.”

By that point, the situation had changed. The weight of the property was still there. The brother still was not helping. And now the idea of selling felt more comfortable because we had already built that trust months earlier.

Yesterday, we signed the agreement.

When I look at this deal, it did not happen yesterday. It happened the day I decided to follow up after he told me no.

This is exactly the kind of thing I will be breaking down in my lead management calls. How to build follow up sequences, how to use conversational hypnosis naturally, and how to stay present without being pushy. Because in this business, consistency is not just helpful. It is one of the biggest advantages you can build.

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