Episode Overview

Podcast: Your Daily Real Estate Podcast with Tristan Ahumada
Host: Tristan Ahumada
Episode: 773: The Follow Up Most Agents Skip
Date: January 11, 2026

Main Theme:
This episode focuses on the critical step of effective follow-up in prospecting expired listings—a process where most real estate agents falter after sending just one letter or message. Tristan dives into why the second follow-up letter is essential, shares a proven script, and explains how agents can stand out by showing persistence, strategy, and empathy.

Key Discussion Points & Insights

Why Most Agents Fail with Expired Listings

• Agent Drop-off After One Attempt:

  • Most agents send a single piece of mail, get no response, and move on (00:10).
  • “They send one piece of mail, they get no response and move on to the next shiny object. But here’s the truth about expired sellers. They're skeptical. They've been let down before. One letter or one text or call isn’t going to undo any of that.” — Tristan (00:12)

• Value of Persistence:

  • The second, carefully timed follow-up is where trust starts to build (00:28).
  • “The second letter, though, that’s where that trust actually starts to build. It's where you separate yourself from every other agent who gave up after one attempt.” — Tristan (00:29)

Sequencing and Timing of Letters

• Letters should be spaced 5–7 days apart for an effective follow-up sequence (01:03).
• If only sending the second letter and not intending to continue, send it after 2.5–3 weeks (01:22).

In-Depth Walkthrough: Letter Number Two—“The Strategic Truth”

Main Elements of Letter #2 (01:13–02:56)

• Introduction:

  • Acknowledge prior contact (“I sent you a note a few weeks ago…”).
  • Offer context—sellers may have changed their minds or circumstances.

• Build Empathy & Credibility:

  • Emphasize timing and understand sellers’ hesitation due to past disappointments.

• Position Yourself as a Solutions Provider:

  • “If you’re thinking about selling again, you don’t need a salesperson. You need a strategist… someone who values the relationship over the transaction.” — Tristan reading script (02:23)
  • Promise honesty and a tailored approach.

• Outline Your Approach:

  1. Honesty: Willingness to walk away if the sale isn’t viable.
  2. Strategy: Analyze what didn’t work previously and fix it before relisting.
  3. Humanity: Respect for the seller’s home and situation.

• Clear and Simple Call-to-Action:

  • “If you have even 1% of curiosity about what a successful sale would look like this time around, let’s talk for 10 minutes.” — Tristan reading script (02:53)

• Credibility Booster:

  • Briefly share a recent client success story (optional).

Real-World Adjustments

• Personalize the letter and success story details to fit your real cases (03:20).
• If no recent expired success, reference a relevant past success, adjusting as needed (03:32).

Building Relationships Over Transactions

• Tristan reiterates focus on relationships, innovation, and not forgetting past fundamentals:
  • “It’s meant to focus on relationships, innovation, technology, the future, but not forgetting that relationships is the key to everything.” — Tristan (01:01)
• Relationship-building is what differentiates truly successful agents.

Notable Quotes & Memorable Moments

• On Why Most Agents Quit Too Soon:
  “They send one piece of mail, they get no response and move on to the next shiny object. But here’s the truth about expired sellers. They're skeptical. They've been let down before. One letter or one text or call isn’t going to undo any of that.” — Tristan (00:12)
• On The Importance of Second Contact:
  “The second letter, though, that’s where that trust actually starts to build. Its where you separate yourself from every other agent who gave up after one attempt.” — Tristan (00:28)
• On Positioning Your Value:
  “If you’re thinking about selling again, you don’t need a salesperson. You need a strategist… someone who values the relationship over the transaction.” — Tristan (02:23)

Important Timestamps

• 00:10 – Why most agents drop the ball after first contact
• 01:01 – The importance of relationships in real estate
• 01:13–02:56 – Detailed breakdown and reading of “Letter Number Two”
• 03:20 – Customizing the letter’s success story to fit your experience

Conclusion & Call to Action

Tristan closes by encouraging listeners to use and personalize the scripts, and stresses that if agents need a copy, they can reach out to him directly on Instagram (03:57). He manages all his messages personally and asks for patience in reply times.

Key Takeaway:
Real estate success—especially with expired listings—comes from strategic, empathetic, and persistent follow-up. Letter number two is the true separator between agents who give up and those who win trust and business.

For Scripts or More Details:

• Message Tristan on Instagram for a copy of the letter template (03:57).
• Listen to the previous episode for Letter #1’s breakdown (03:47).