Mindset

How to maintain momentum after a string of small deals

A series of smaller deals can feel good, but it is easy to lose sight of your larger goals and overall momentum. To stay on track, keep your long-term objectives in focus and consistently apply your lead generation and follow-up systems.

October 20, 2026 · 3 min read

Acknowledge your wins, but keep perspective

Closing any deal is a win, regardless of its size. Take a moment to acknowledge the effort you put in and the lessons you learned. Celebrate the small victories because they build confidence and validate your process.

However, do not let a string of smaller deals make you complacent. It is easy to think that if you keep doing what you are doing, a big one will eventually land. This mindset can lead to a dip in effort or a subconscious relaxation of your standards, which slows down overall progress.

Revisit your larger goals and why you started

Remind yourself of the bigger picture. Why did you get into this business? Was it for financial freedom, to build a portfolio, or to replace a previous income? A string of small deals might not get you there as quickly as you originally planned.

Review your business plan and your personal goals. Are your daily actions still aligned with those long-term aspirations? Sometimes, a recalibration of focus or strategy is needed to shift from small wins to substantial ones.

Double down on your lead generation efforts

The number one way to get bigger deals is to have more conversations. If you are getting a steady stream of smaller deals, it suggests your systems are working, but perhaps not at the volume needed for larger plays. Increase your outreach.

Consider scaling up your lead acquisition. If you are buying leads, look at increasing your volume from sources like Speed to Seller. If you are generating them yourself, push harder on your existing channels or explore new ones. More leads mean more chances for a significant deal. Find out more about working your leads: /how-to-work-your-leads.

Refine your follow-up game

Small deals often close because the seller’s motivation is immediate and the price point is less complex. Larger, more profitable deals might require more patience and a more robust follow-up system. These sellers often have more complexity in their situations, demanding consistent, thoughtful engagement.

Use a CRM to track every interaction. Note not just what was said, but the seller’s tone, his or her emotional state, and any subtle clues about his or her deeper motivation. A well-executed follow-up can turn a lukewarm lead into a hot one. Our guide on first calls can help: /learn/first-call-with-a-motivated-seller.

Guard against complacency and analysis paralysis

When deals are flowing, even small ones, it is easy to fall into a comfortable rhythm. This comfort can be a trap, preventing you from pushing yourself to analyze and pursue larger, more challenging opportunities. Do not let 'good enough' prevent 'great'.

At the same time, avoid overthinking. Do not spend hours analyzing every tiny detail of a promising lead if your current systems are already proven. Stick to your process, but always be open to refining it based on consistent, objective review. Understand the difference between buying a list and buying a reply: /compare/buying-a-list-vs-buying-a-reply.

Questions people ask

Is it okay to only get small deals sometimes?

Yes, absolutely. All deals are good deals when you are learning and building momentum. The key is to avoid getting stuck in a rut and to keep striving for larger opportunities.

How do I stop feeling like I'm just spinning my wheels?

Review your key performance indicators: how many leads contacted, how many offers made, how many contracts signed. If these numbers are consistent, you are not spinning your wheels, you are building. If they are dropping, adjust your activities.

What if I start getting lazy after some success?

This is common. Reconnect with your 'why' — your core motivation for investing. Set new, more ambitious goals to challenge yourself and reignite your drive. Sometimes, taking a short break can also help reset your focus.