The second follow-up is where most people quit, which is exactly why Larry treats it as the one that separates closers from everyone else. If the first note got no reply, the instinct is to assume no, but silence usually just means the other person got busy, not that they decided. His house money habit shows up here too, you can only send a calm second note if you’re not desperate for this one deal to land.
A desperate second follow-up reads as pressure, a calm one reads as someone who’s simply still around and still useful. The trick is to bring something new each time, an update, an answer to a fuzzy point, a small piece of value, not just ‘wanted to bump this.’ That’s the PQRST discipline again, testing whether the deal is still alive instead of assuming either way.
Larry’s karma framework treats each touch as a deposit, so a second follow-up done well adds to the relationship instead of draining it. Space it out, a few days at minimum, so it doesn’t read as pestering someone who’s genuinely still deciding.
If the second note also goes quiet, that’s useful information, not failure, it tells you where this deal actually sits on their list. Most deals that closed late closed because someone sent a second or third note without any bitterness attached to it.
The goal isn’t to wear someone down, it’s to stay visible long enough for their timeline to catch up to yours. Send the follow-up after the follow-up like you expect to hear back, because plenty of people are just waiting to be reminded.
Details: Watch Larry on the second follow-up
#SecondFollowUp #HouseMoney #Web12