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my follow-up sequence has been running eight months and i still don't know if a lead is dead or just slow

bought a list of 214 absentee owners in pinal county back in february, ran them through a seven-touch sms and email sequence over about twelve weeks, got maybe nine conversations, two that went somewhere, zero closed. the system did what i built it to do. texts went out, emails went out, replies got tagged. but i genuinely cannot tell whether the other 205 people are done or whether i just stopped too early. i set "no response after touch 7 = dead" as a rule when i built it, because i had to pick something, and i picked that. now i have a follow-up folder with 190-something contacts sitting in a dead status and i keep second-guessing it. some of those people probably get mail from six other investors. some of them are not selling this year but might be selling in two years. i don't know how to tell the system to treat those differently when there's no signal from the lead at all. has anyone built something that doesn't just mark a lead dead after silence, but actually puts them somewhere in between so you can come back without starting the whole sequence over from touch one?

2 replies

pinal county absentee lists are brutal for exactly this reason, a lot of those owners are phoenix metro people who bought land or a second property out there and have no urgency whatsoever, so twelve weeks is genuinely nothing to them.

what i've seen work is a third bucket, not active, not dead, just "ambient", drops them into a once-a-quarter single touch, no sequence logic, no scoring pressure, just stays warm. the rule i've heard people use is: if they opened anything at all, even once, they go ambient instead of dead, because an open is a signal even without a reply.

two years is actually a realistic timeline for that market and that seller type, so killing the record after seven touches in three months is probably costing you the slow movers.

seven touches in twelve weeks is pretty compressed, mine ran 18 months on a 300-name rural list before touch 11 got a callback that closed.