If you chase, you lose. 🏃‍♂️‍➡️🏃‍➡️🏃‍♀️‍➡️

Some of you are going to argue with me about this.

That's fine. 

I just want to save you from mistakes I've made because you deserve better.

So here we go...

The industry teaches us to make calls, follow up, and push all the way through to the closing table.

They say a "yes" is only 4-7 "no's" away! 

But I think we've got it backwards.

The harder you push and chase your leads, the more the experience will become a nightmare.

Here's what I mean...

People hate being sold to.

Nobody likes to be sold to.

We immediately can sense when someone's trying to get us to buy something and put up our defenses.

Think about it. Have you had this happen? 

Your friend who you haven't seen in a while gets a sales job and now they suddenly reach out and want to catch up over coffee.

And if you don't say "no" firmly to what they're selling, they keep calling and texting and calling and texting?

The hard truth is we might be that friend...

It's not your fault, really.

It's the approach the industry always uses and because it technically "works," we push forward regardless of how cringe it gets.

But if we put ourselves in our prospects' shoes, however, I think we start to understand why so much of our effort doesn't pan out like we'd think.

Take a look at this:

You'll have four main phases with most prospects:

1. "That's interesting." Initially, we're quickly sizing up the other person to make a judgement on what comes next. "Are they trying to sell me something? Can I trust this person?"
   
   
2. "Too much, annoyed." It's pretty easy for most Realtors to come on too strong and quickly get categorized as annoying. The best clients sniff out your sales tactics quickly and look for the unsubscribe button.
   
   
3. "Maybe you'll go away if I say "yes" one time." If you're persistent enough, some people will give in a little to try and get you to go away. These are reluctant "yes's" out of guilt that may go somewhere but have a high risk of you getting labeled as SPAM in their minds.
   
   
4. "I'm calling the cops, stalker." After the calls, texts, emails, and pop byes, they are ready to file a restraining order and leave you a bad review if you won't leave them alone.

Now I know what you're thinking...

"Alex, if I didn't follow up with that one client for the 27th time, I would have never sold that house."

But I'm certain if you wrote a list of your 10 worst clients, you probably had to chase them for far too long only to end up with a migraine and regret.

What's nobody's saying. 💡 

The truth is, as we keep pushing for a "yes," the best customers are looking for the exits.

They have options, don't want to be pressured, and want to engage on their own terms when they're ready.

And when we're doing anything and everything to try to appeal to our prospects, we come off as needy and lose respect.

It's a big reason why so many Realtors complain that their clients don't listen to them or never take action.

We need to recognize that when the relationship turns into only follow up, it's a sign that the client is likely not ready or not a good fit.

Professionals don't beg people to let them help.

And if we want to be treated like a professional, we've got to act like one.

So, this week, instead of chasing people to try and get a "yes" out of them, focus 100% on asking questions to learn exactly what's going on in their lives and to see what they really need and how you can help.

One you take the pressure off and focus on the connection, you'll be surprised hoe much better the whole thing feels (for both sides).

You'll go from being the call they ignore to the one they look forward to.

And that's the whole point.