Follow-up is important, but there is a fine line.
I had an investment sales guy call me 7 times in 2 weeks. I also got multiple email blasts from the same salesman about the same business within the same week without any personal touches.
When someone pitches me their business through emails or phone right off the bat of us developing a relationship, I get very turned off from them.
I met with a CRE buyer last week and they asked me how I got so lucky with purchasing the properties I own.
I told him it’s all about respectful persistence.
7 calls in 2 weeks are borderline harassment. Constant email blasts are impersonal.
I got my locations by being top of mind from developing genuine relationships, and not stepping on any toes by being overly aggressive.
Barry Wolfe at Marcus & Millichap is the king of this. Barry reaches out to me once a month, every month, and has done this for the last eight years. He usually provides me with something of value in the process. He would always drop a comment on new things I was doing, birthdays of my children, and other very cool things that I did not expect from an investment sales guy.
Respectful persistence!
