The Importance Of Follow Up
There is a saying "fortune is in the follow up". There is allot of truth in that saying. A Realtor can spend thousand of dollars on advertising but if he/she never follows up on leads from the advertisements will never make money off those leads. In todays market it is "famine or feast". Why is it that some agents excel and others struggle? One of the reasons Fortune is in the follow up! When most agents show a house they typically at the end give a card and expect the buyer to call back if interest or if they have questions. It should be the other way around. Typically buyers will begin to forget about features of homes regardless how much they liked it after 24-48 hours and begin to look for others. Agents who have the most success get the buyers information and follow up within 24 hours and ask what they liked, could they see them selfs living in that house do they have questions. When agents do that they do two things: 1) if the buyers liked the house then they can close the deal, 2) if the buyers didn't like the house now you just got a second chance to show them another house and keep the commission in your pocket instead of them moving on to another house with another agent.
So how can I better follow up? easy, with paper!
1) Have a sign in paper at each open house. This way you can follow up with anyone who views the house.
2) Keep paper by the phone. write down numbers for every lead, write down number when people leave messages. Wright down notes on each lead (this will be helpful for further follow up). Call every lead and message back ASAP, This will not only keep them from moving on the the next agent but it will boast there confidence in you by seeing your on top of it and may generate in to more leads like referrals.
3) Keep a list of date and people on paper who are no longer interested. Most likely if you follow up with them a few months later they may be looking again and you can keep them updates if something comes along that is perfect for them. Most likely if you follow up with them regularly when it comes time they will contact you because of your persistence.
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