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

The Fortune Is in the Follow Up

6 Mar 2026 · 1 min

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In this concise instructional monologue, Guillaume Black argues that most investors lose deals not because of a lack of offers but because of inadequate follow‑up. He cites that about one‑third of sales fall through and emphasizes that the investor who persists in the conversation ultimately wins the deal. Black recommends a disciplined weekly time‑blocking routine—30, 60, or 90 minutes dedicated solely to follow‑up activities—and stresses that this time should be non‑negotiable. He advocates using the phone over email for follow‑ups, claiming that a call places the investor "front of mind" rather than merely in a queue, thereby signaling seriousness and reliability to agents and vendors. The overall message is that consistent, proactive follow‑up directly translates into more closed deals.

Chapters

You don't have a deal problem, you've got a follow-up problem. Most investors make the offer but never follow up. It's not sold until it's sold. Subject to contract means absolutely nothing. A third of sales fall through. And when the sale collapses, who they're gonna 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 beats 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.