By the Ocean
Cloudy 71 Degrees
5:44 a.m.
The reason the “fortune is in the follow-up” is because people only buy when they want to buy.
And the chances that the buying moment is exactly the same moment as the moment you want to sell is why a 1% response makes you a millionaire genius in the world of direct marketing.
This seems like a bad deal.
You’re supposed to try to make the sale HAPPEN and then you watch as 99% or more of your prospective buyers run away.
How is that a wise use of energy?
I just start with the follow-up and let the sales happen when the buyer is ready.
This wins me no awards from the alpha entrepreneurial class, the folks who are still about “making things happen.” But those are the guys who have switched markets 12 times, who are constantly searching for the new tactics that are novel enough for prospects to forget for a moment they are being sold, the ones who have adrenal glands that are so abused they think relaxing means downing only 6 energy drinks in a day instead of 12.
I never wanted to play that game. It doesn’t sound fun. I don’t care how much you can make.
Plus, I somehow fell into the world of helping high-level people sell things. Advisor type people. People who care about being trusted, respected and perceived as something more than a product pusher or hustler.
“Advising” your way to a sale is a different art. It’s part service, part seduction, part demonstration, and a fair amount of trust and patience.
It’s also infinitely sustainable. Which means you can use the same tactics in 2026 that “worked” in 2001 and 1994.
The foundation of the approach is the media platform. A strategically crafted publication you use to attract attention, build credibility, demonstrate value and set yourself apart from any and all of the other choices your prospective buyer has.
I have been building media platforms for a long time. I used to teach people how to do this, now I just do it for them. I lost count of how many millions of dollars of revenue this simple idea has generated in the lives of people I’ve helped. It’s a lot.
I didn’t invent this method, I’ve just worked it for so long that I deeply appreciate its simple genius. In my experience, it’s the type of genius that is only obvious to about 1% of the people. But that’s who I’m here for. The ones who can see stuff like this.
Who would “follow-up” and add value to the life of a prospect, potentially for years, without a guarantee that money would ever come?
I WOULD. AND I DO.
Understand you can create “success” in a lot of different ways. I’m not here to convince you that one way is better than another. I’m only here to demonstrate MY VIEWPOINT, so that the ones who resonate with that can present themselves if they want help.
If you are an alpha, go ahead and blast through the front door and show ’em what you’ve got.
Only a minority is wired to do that over the long term. For the rest of us, building a simple system that makes buying the prospect’s idea is a smoother way to go.
You pay in time, you pay in trust, you pay in delayed gratification. But I think the deal is worth it.
What you get on the other end is a relationship with a buyer that is stronger AFTER the sale than it was before.