Help! I'm Terrible at Follow Up!

[James Danchus]

BP,

I really need some coaching on Follow Up. I just can't get the mind set nailed down in a way that makes sense to me. 

Every time I pick up the phone to call someone who reacted to one of my mailers, It doesn't feel right. I feel like I'm calling these people (1x a month) and essentially saying "Are you ready to sell your house to me yet?" There has to be a better way of looking at it than this.

How do you guys do it?