Follow up is one of the most important disciplines in real estate investing. Potential sellers may not be motivated at the time you initially made contact with them. Was the price too low? Were the terms more in your favor? Coming up with reasons to keep in contact with the potential sellers might put you in the position of getting the deal if at a later time the seller becomes motivated or you motivate the seller by increasing your offer or changing the terms. The important thing to remember is that the more value you bring the seller, when they are motivated to sell, gives you a higher probability to potentially get the deal.