Following Up on Leads

Education & Training with Corcoran Consulting & Coaching

It is rare that a sale is made after just initial contact with a prospect, especially for any large ticket item or service such as real estate. Customers buy on their schedule and it is the job of the agent to stay in touch with the prospect during the sales cycle. Here are some ways to maintain contact throughout what can be a long sales process.

Make sure your message has value for the prospect
One of the keys to successful follow up is making sure your message has value. A contact, by phone, letter or visit that conveys "have you decided yet" is often intrusive to the prospect and seldom successful. A better message conveys "appreciation for your interest, response to questions or your interest in the prospect's success" is better received.

For additional information and guidance on this topic we have posted an article on our website entitled "Following Up on Lead" for you to review or simply go to

Commitment for the Week:

Make A Commitment: I will develop a system to stay in touch with my prospects and follow it!
Deadline: _________

Bob Corcoran


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Darrell Walters
W. Darrell Walters - Newnan, GA

Thanks for the post. Polite consistency is typically more beneficial than anything aggressive.

Dec 01, 2008 11:18 AM #1
Bob Corcoran
Corcoran Consulting & Coaching - Swansea, IL

This is very true!  Whatever system you decide to put together, be consistant! 

Dec 01, 2008 11:25 AM #2
Li Read
Sea to Sky Premier Properties (Salt Spring) - Salt Spring Island, BC
Caring expertise...knowledge for you!

Thanks for link -- am off to check it out.

Dec 01, 2008 11:26 AM #3
Greg Bell
Bell Inspection Service - Titusville, FL

I use a online magazine to stay in touch with clients on a regular basis. I just started using this last month. I used to use a newsletter that didn't have as much content.

Dec 01, 2008 11:56 AM #4
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Bob Corcoran

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