The Secret to Being a Follow-Up Pro
By Maggie Wilson @ Real Estate Daily
June 19, 2018

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.

Key Takeaways

  • About 88% of sales require an average of five follow-up calls
  • Implement a simple reminder system to help contact leads at regular intervals
  • Focus on categorizing leads into a system is easy to navigate and understand

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.

View the original article at MegaAgentPro