If you haven’t heard it before, then here it is again: effective follow-up is critical if you want to stay top-of-mind with prospective home sellers. Following up is imperative also because it takes repeated contacts to nurture a relationship and build rapport. Sometimes it takes repeated contacts simply to generate a response in the first place.
Any way you look at it, follow up is essential if you want to survive and thrive as a real estate agent. Without proper follow up, you’ll watch your money go down the drain. Much of your revenue will depend on your ability—and willingness—to follow up.
We know that 80% of sales require five follow-up calls, yet 44% of sales representatives give up after just a single follow-up. If you give up on a prospect after too few attempts, you are passing up a potential sale.
Don’t make the same mistake, instead be persistent and determined. Here’s the secret to being a follow-up pro:
Implement a simple, easy-to-remember system for follow-up.
The more complicated your follow-up process is and the harder it is to remember, the less likely you are to maintain it in the long run.
Follow-up systems can be as easy as putting prospects on a regular cycle depending on the nature of the lead. For example, let’s say you reach out to a cold lead and don’t receive a reply. You could plan to follow up in exactly two weeks to the day. As long as you record your contacts, you’re never confused as to when to re-contact—simply review your calendar and look back two weeks; you can even set reminder alerts!
Or, say it’s a warm prospect, and you’ve had a meeting. You could choose to put them on a Tuesday/Thursday follow-up rotation. Selecting specific days of the week to follow up as opposed to counting a particular number of days afterward makes it easier to remember when to follow up. That way, you always know that Tuesdays and Thursdays are your follow-up days for warm leads.
It doesn’t matter what your system is exactly. What matters is that you’re categorizing your leads simply, and making it super-easy to remember who to contact and when. The easier it is, the more likely you are to keep up with it.
It’s a simple secret, but it’s profoundly effective when implemented. K.I.S.S. Keep it simple, stupid.
Don’t want to worry about follow-up at all? Click here.