The most successful real estate agents today understand the importance of persistence. All too often real estate agents miss out on prospects because they do not do a good enough job of following up with their clients. In one of the most competitive industries in our country today, real estate agents need to always be hungry and tenacious when connecting with leads.
Following up with clients should be a part of a real estate agent’s daily routine. After showing a client a property, it is imperative to reach out to them in the coming days to see where they stand. An agent needs to keep following up with a prospect until they have reached a decision. Even if they decide to go in a different direction, you need to keep working until they have made up their mind.
Another major miscue that many agents make is not following up with online leads. When it comes to avenues for obtaining prospects, sometimes you need to call, call, and call again to get in touch with them. If they are responsive after a few contact attempts then there you have reason to move on at that point.
One of the best ways to connect with prospects is through open houses. An agent who has hosted an open house should look to reconnect with those individuals who attended soon after. Whether this is by phone or email, a persistent agent needs to follow-up with these individuals. Agents should never assume that a prospective buyer is going to reach out to them. Many buyers need to be given a tap on the shoulder a few times before they react.
Not everyone is ready to buy right away. For this reason, when a buyer expresses interest in buying and potentially working with you it is important to record their information. Be sure you have their name, phone number, and email address. It is a good idea to keep all these contacts together in a file, so you can circle back with them periodically to see where they currently stand.
A file works until you have more leads than memory. A real estate CRM records every contact and reminds you when to circle back.
