Guillaume BlackPropTech Leader | "Deals are made, not found" | Helping investors find motivated sellers & close profitable deals

The deal always goes to the one who follows up

12 Mar 2026 · 1 min

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In this concise segment, Guillaume Black argues that the primary reason many investors lose deals is a failure to follow up after making an offer. He notes that a third of sales fall through because the investor disappears once the initial proposal is rejected. Black emphasizes that the deal is won by the party who stays in the conversation, repeatedly reaching out to the seller or agent. To operationalize this, he recommends time‑blocking dedicated follow‑up windows of 30, 60, and 90 minutes each week, treating them as non‑negotiable. He advises using both phone calls and emails for each follow‑up to stay front‑of‑mind, positioning the investor as serious and reliable, which ultimately leads to more closed deals.

Chapters

If there's one thing that separates the dealmakers from the dreamers, it's this: most investors make the offer but never follow up. It's not sold until it's sold. So subject to contract means absolutely nothing. A third of sales fall through. And when the sale collapses, who they're going to call? The investor who follows up. When the sale collapses, who gets the deal? The investor who followed up. The one who stayed in the conversation. The last person standing. Most investors make one offer, it gets rejected, and they move on forever. The deal was always in the follow-up and they just missed out on it. So I recommend time block 30, 60, 90 minutes a week just for your follow-ups and make it a non-negotiable. Phone bit email every time when you follow up, you're top of the queue, you're not in the queue, you're front of mind. And follow-up isn't persisting, it's just showing the agent and the vendor that you're serious and reliable. And so you'll do more deals.