Stop Chasing Leads: How to Make Prospects Chase You Instead

You know that sinking feeling when you've followed up with a lead for the third time this week, and they're still giving you the runaround. They seemed so interested during your initial conversation, but now they won't return your calls. Meanwhile, you're watching other agents in your market close deals left and right, and you can't help but wonder what they're doing differently.

Here's the brutal truth: if you're constantly chasing prospects, you're actually pushing them away. The harder you pursue someone who's on the fence, the more desperate you appear. And desperate agents don't inspire confidence—they inspire prospects to keep looking for someone who seems more in-demand.

But what if I told you there's a way to completely flip this dynamic? What if, instead of chasing prospects, you could position yourself so they chase you? Today, I'm going to show you the psychology-based system that transforms you from a pushy salesperson into the obvious choice—the agent prospects actively pursue.

The Psychology of Pursuit: Why Chasing Repels

Before we dive into the solution, let's understand why traditional follow-up strategies backfire. When you chase a prospect, you're unconsciously communicating several damaging messages:

• You need them more than they need you

• You have plenty of time (which suggests you're not busy with other clients)

• You're willing to work with anyone (which makes you seem less selective)

This triggers what psychologists call "reactance theory"—when people feel pressured, they naturally resist and move in the opposite direction. Your prospect starts thinking, "If this agent is so desperate for my business, maybe they're not that good."

The Attraction-Based Alternative: Become the Hunted

The most successful agents I work with have learned to reverse this dynamic entirely. Instead of chasing prospects, they've become magnetic. Here's how they do it:

Position Yourself as the Problem-Solver, Not the Solution-Seeker

Instead of saying: "Have you had a chance to think about listing your home?"

Try this: "I noticed something about your neighborhood that could affect your home's value. When would be a good time for a quick conversation about it?"

The difference is subtle but powerful. The first approach puts you in the position of wanting something from them. The second positions you as someone who has valuable information they need.

Use Strategic Scarcity

When prospects believe you're selective about who you work with, they want to qualify themselves to you. This isn't about being fake or manipulative—it's about honestly communicating your value and the fact that your time is limited.

Here's how to implement this authentically:

Set Clear Boundaries: "I typically only take on three new listings per month so I can give each client the attention they deserve."

Communicate Your Standards: "I work best with sellers who are committed to pricing strategically and following our marketing plan."

Show Your Calendar Reality: "I have one consultation slot available this week—would Thursday at 2 PM work for you?"

The key is that this scarcity must be real. If you're genuinely busy and selective, communicating that fact makes prospects more eager to work with you.

Leverage Social Proof Systematically

Every interaction with a prospect should subtly demonstrate that others are actively choosing to work with you. This doesn't mean name-dropping or bragging. Instead, weave social proof naturally into your conversations:

"I was just helping another seller in your area navigate a similar situation..."

"Three of my clients this month have mentioned the same concern..."

"The buyers I'm working with are particularly interested in homes like yours..."

The Content Magnet Strategy

One of the most powerful ways to reverse the chase dynamic is through strategic content creation. When you consistently share valuable insights about your local market, you become the agent prospects think of first when they're ready to make a move.

Create Problem-Aware Content

Focus your content on the problems your ideal clients are facing, not the solutions you provide. For example:

• "Why Your Home Isn't Selling (And It's Not What You Think)"

• "The Hidden Costs of Waiting to Buy in This Market"

• "Three Signs Your Realtor Isn't Working Hard Enough"

This type of content attracts people who are experiencing these exact problems and positions you as the expert who understands their situation.

Use the "Helpful Expert" Approach

Content that attracts people to you speaks directly to their pain points. Instead of creating content about how great you are, focus on the problems your prospects are losing sleep over.

For Sellers, Address These Pain Points:

• "Why homes in our area are sitting on the market longer than expected"

• "The pricing mistake that's costing sellers thousands"

• "Signs your current agent isn't doing enough to sell your home"

For Buyers, Focus on Their Frustrations:

• "Why you keep losing out in multiple offer situations"

• "The hidden costs nobody tells first-time buyers about"

• "How to know if you're working with the right agent in this market"

When your content consistently addresses the specific problems your ideal clients are facing, they start viewing you as someone who truly understands their situation. This shifts the dynamic from you trying to convince them you're good, to them seeking you out because you clearly "get it."

The magic happens when prospects read your content and think, "Finally, someone who understands what I'm going through." That's when they stop running from your follow-ups and start reaching out to you.

The Follow-Up Framework That Attracts

Even when you do need to follow up, you can do it in a way that pulls prospects toward you rather than pushing them away. Here's the framework:

The Value-First Follow-Up

Instead of: "Just checking in to see if you're ready to move forward."

Try: "I came across some new information that might impact your timeline. Would you like me to share what I discovered?"

The Consultation, Not Conversation

Position your follow-ups as opportunities for them to receive expert guidance, not sales pitches. "I have 15 minutes tomorrow to walk you through what I'm seeing in the market. Does 2 PM or 4 PM work better for you?"

The Strategic Withdrawal

Sometimes the most powerful follow-up is stepping back. "I know you've got a lot to consider. When you're ready to move forward, I'll be here. In the meantime, feel free to reach out if you have any questions."

This approach often prompts prospects to re-engage because they realize you're not going to chase them, which makes them wonder if they're missing out.

Building Your Attraction System

Creating this magnetic effect doesn't happen overnight, but you can start implementing these strategies immediately:

Week 1-2: Begin repositioning your language in all prospect communications. Focus on the value you bring, not what you want from them.

Week 3-4: Develop your content strategy. Create one piece of problem-aware content per week that your ideal clients would find valuable.

Week 5-6: Implement the new follow-up framework. Test the different approaches and track which ones generate the best responses.

Ongoing: Consistently demonstrate through your actions and communications that you're a busy, successful agent who works with people who value expertise.

The Transformation

When you implement this attraction-based approach, you'll notice a fundamental shift in your relationships with prospects. Instead of feeling like you're bothering people, you'll find that they're grateful for your insights. Instead of having to convince people to work with you, they'll be asking what they need to do to secure your services.

The agents who master this approach don't just get more clients—they get better clients. The people who chase you down are typically more committed, more motivated, and easier to work with than those you had to convince.

Remember: your expertise is valuable, your time is limited, and the right prospects will recognize and appreciate both. When you start acting like the sought-after professional you are, prospects will start treating you that way too.

Stop the chase and start attracting qualified prospects who are ready to work with you. Download my 'What to Say Next' Cheatsheet to get the conversation frameworks that make prospects come to you