Many an agent to suggest that they could do more to follow up with their previous clients as well as current clients, but yet do nothing about it. Is this the case with anyone else? I have found that many agents will contact FSBO's and other leads only to find them, hit them a lick or two, and forget them. This means they stop working with each month's new by owners before three-fourths of them can be listed. It's no wonder they get discouraged working FSBO's

The persistent few, on the other hand, work through the time that 90 percent of all by-owners can be listed. No wonder the persistent few are making money. No wonder they're becoming more confident and more effective every day with the by owners who list quickly as well as with the by-owners who hold out for long periods of time. The discouraged agents with little endurance think that by-owners are tough: what they don't realize is that the champions of persistence are tougher.

You have to keep at it day after day until you succeed. You can do it. To help yourself stay with it, keep in mind that an agent with strong follow-up is at least ten times as successful as the common run of quick-tiring salespeople.

You may doubt that. Yet, in truth, the advantages that effective follow-up will put in your hands are more likely to be greater than ten to one. The average real estate agent doesn't write any by-owner listings that sell during his one year of "trying" real estate. During that same year, the champion lists at least one by-owner a month. - and that is only counting the listings that sell and create income.