"Circling back." "Checking in." In this Fargo Walks episode Jeff Fargo calls those texts and emails chasing, and chasing gets ignored. His fix: pursue the prospect instead.
What is wrong with "checking in"?
It is chasing. In Jeff's words, "you want to pursue, you don't want to chase." The clip's description puts the cost plainly: "Every one you send gives the deal another day to go cold."
What does pursuing a prospect look like?
Figure out what the prospect actually needs. The clip says to use AI to reverse engineer their pain points and lay out how they could fix each one in their business. Then give it to them.
Why give the prospect the plan?
Because they will not do the work themselves. The clip's description says it directly: "Keep giving them the ideas and the plans. They are probably not going to do the work themselves. They will hire you to do it. That is the point."
Related reading: Replace ‘Checking In’ With a Personalized AI Cheat Sheet and Stop Chasing New Leads. AI Can Resell to the Clients That Already Paid You.
What this does not mean
It does not mean you stop following up. The clip replaces empty check-ins with ideas and plans built around the prospect's pain.
It does not mean AI closes the deal for you. In the clip, AI does the research: it reverse engineers the pain points and lays out the fixes. You figure out what they need and you give it to them.
The decision
Drop "circling back" and "checking in" from your follow-ups. Before the next one, use AI to reverse engineer the prospect's pain points and lay out how to fix each one. Send that. Keep sending ideas and plans until they hire you to do the work.
Sources
- Fargo Walks, episode 111: "Circling Back" Is Killing Your Deals. Let AI Pursue the Prospect Before They Walk. Published October 24, 2026. Every claim on this page comes from the clip's title, description and the transcript below. The transcript is the clip's spoken audio, taken from Fargo Factor's transcript file for this episode.
Transcript
When you're pursuing prospects you want to pursue, you don't want to chase. Chasing is. Hey, just circling back. Hey, just checking in. Those texts and emails don't do that. Pursue. Figure out what they need. Use AI to reverse engineer from their pain points how you can overcome whatever pain they're experiencing at their businesses. Give it to them. You keep giving them those ideas and those plans. Guess what? They're not going to do it themselves. They'll hire you. It's okay. I'm Jeff Fargo. I'm here to streamline and scale your business with AI. Go forth.
I'm Jeff Fargo, founder of Fargo Factor. I help businesses streamline and scale with AI. https://www.fargofactor.ai
WHEN THE DECISION MATTERS
Follow-ups going unanswered?
Bring the deals that went quiet. I can help you streamline and scale with AI.
