The National Sales Executive Association found that 80% of sales happen between the 5th and 12th contact. Yet most investors give up after 2–3 attempts. The sellers who close 30, 60, or 90 days after first contact are often the most profitable deals — and they're there for the taking if you have a follow-up system.

The 7-Touch Sequence

Touch 1 — Day 1: The Initial Call + Text

Your first contact after receiving the lead. Call immediately, then text if no answer. (See Articles 5 and 6 for scripts.)

Touch 2 — Day 3: The Follow-Up Call

YOU: [Name], it's [Your Name] following up on [Address]. I left a message a couple of days ago — I wanted to circle back and see if now's a better time to connect.

Touch 3 — Day 7: The Value-Add Text

Don't just follow up — bring something:

YOU: [Name] — [Your Name] here. I was looking at recent sales in your neighborhood and put together some thoughts on your options. Would love to share — worth a 5-minute call this week?

Touch 4 — Day 14: The Check-In Call

YOU: [Name], I know you've had some time to think things over. I'm not here to pressure you — I just want to make sure you have all the information you need. Has anything changed on your end?

Touch 5 — Day 30: The Market Update

YOU: [Name] — [Your Name]. A couple of properties have sold near [Address] in the last few weeks. Just wanted to keep you in the loop. Happy to chat if the timing has gotten better.

Touch 6 — Day 60: The Circumstance Check

YOU: Hey [Name], it's been a couple of months. I know circumstances change — are you still thinking about selling [Address] at some point?

Touch 7 — Day 90: The Long-Game Breakup

YOU: [Name], I don't want to keep reaching out if the timing isn't right. If circumstances change down the road, I'm still here. Wishing you the best.

CRM Tagging for Follow-Up

In your iSpeedToLead CRM, tag leads with:

• HOT: spoke to seller, offer pending
• WARM: made contact, not ready yet
• NURTURE: no contact yet, still in sequence
• DEAD: confirmed not selling

💡 Pro Tip: Revisit your NURTURE list every 30 days. Market conditions change, life changes — a seller who said no in January may say yes in March.