Back when I was a kid, I used to love watching professional wrestling. WWF (now WWE) was a big deal for my gang.

I loved watching Hulk Hogan, “Macho Man” Randy Savage, Jake “The Snake” Roberts, Andre the Giant, and the other larger-than-life figures. They were like superheroes to me and my friends …

I was shattered when I found out it was fake – kind of like when I found out about Santa Claus!

Professional wrestlers do lots of cool moves, including arm twists … and plenty of coaches do arm twisting as well (but not in the athletic sense.)

Arm twisting for coaches involves trying to convince a potential client to begin a coaching relationship (and in extreme cases, practically begging that person to move forward with coaching.)

Coming from a real estate background, I know I did this. In my early days of coaching, I would follow-up with a potential client consistently, blast objections, and push them to move forward.

And it felt like it was the right thing to do. I wanted to help that person, so I should be convincing him/her, right???

The problem with this approach is it makes you look desperate. When someone that I’m thinking of hiring follows up with me twice a day and three times on Sundays, I’m thinking: “Man, this person doesn’t have a lot of business!”

But even worse, let’s say you do get that person on board. The results probably won’t be too good if you had to push him that hard to commit.

Buckle up, you’re going to be in for a bumpy ride …

I’m not suggesting that you shouldn’t follow up. It’s good to check in with someone and see how things are going, and if they want your help.

But don’t twist their arms – leave that to The Hulkster and other wrestlers.