One of the most vitals parts of business planning for real estate professionals is the planning to keep in touch with past clients and prospects. During a recent survey conducted by Reliable Business Solutions in 2007, over 50% of Realtors® state that the majority of their business comes from past clients and referrals. It can also cost you ten times more to obtain a new client than to keep an existing one. With all that said, follow-up would seem to be the key to a successful business. With all that is involved in the day in the life of a real estate professional, it is possible for vital leads and contacts to fall through the cracks. So what can a real estate professional do to make sure that they keep in touch with these very important leads?

Having a first-rate follow-up plan is as essential in the real estate business as having a high-quality business card. In downtimes, it can produce that much needed closing and in up times it can keep the good times rolling. The key to creating your follow-up plan is to first figure out who you are going to follow-up with. This should be a combination of your sphere of influence, past clients and people who have sent you referrals. Then schedule your follow-up just as you would any other appointment. Remember, this is a necessity in keeping your business going and it should be completed on a consistent and ongoing basis.

One of the major concerns with real estate professionals who are about to implement a follow-up program is what to do if they just don't have the time to follow-up. Not following up is simply not an option. You either have to make time to do it yourself or find another way of getting it done. If you do not have the time to follow up yourself, there are companies who specialize in providing follow-up management services. These companies provide services such as direct marketing, drip campaigns and cold/warm calling. These services are usually available separately or in a combination depending of your specific needs. For example, you have just sold Mr. and Mrs. Sample a home. The day following their move in date, they receive a basket with all the essentials one would need when moving in to a new home. The next week they receive a thank you for your business card with a how was my service survey. That would be followed up by a phone call to see how things are going in their new home. Once a month, they would receive a direct mail letter or postcard. All of this would be completed on a schedule that you and your follow-up management company have created in advance and you would not even have to lift a finger other than contacting your company to notify them of the addition to your database and which database they should be added to. We are by no means telling you this is how it should be done. This is just an example, but it could be that simple.

If you would rather have a more hands on approach but are still limited on time, some of these companies offer do it yourself packages. These can include form letters, postcard templates, call scripts, sample e-mails and schedules. These are handy for the real estate professional who is just not quite ready to hand over their leads to another company but still need assistance.

There are many ways you can choose to follow-up. The keys to a successful follow-up program include planning, scheduling and consistancy. Imagine the possibilities when saving money by keeping clients instead of searching for them. And remember, Happy Follow-up!

About the Author:

Lisa Mullins is President of Reliable Business Solutions. Reliable Business Solutions specializes in providing virtual follow-up and leads management to real estate professionals. To find out more about Reliable Business Solutions or Lisa Mullins e-mail LisaMullins@Relible-Business.com or visit their website at http://www.Reliable-Business.com.