Persistence: When does it work? How much is too Much?

Real Estate Agent with West Shores Realty DRE# 01789768

Ringing phone

#6 Be Persistent: Continued existence or occurance. The continuance of an effect after its cause is removed.

The Big Fish:

A few months ago, I received a Lead that was looking for a home up to $1.5 Million in my area. It had his name, e-mail, and his phone number. I called him that same night...yes...he was prequalified for that amount! We set a time to homes for later that week. I scheduled all of the appointments. A few hours before our showings, he called to cancel...not reschedule...but he CANCELLED!

No calls

 Don't Scare the Fish:

 I called him the following week and left a message. The next week, I sent an e-mail (Yes, I did feel like calling him every day and sleeping on his door step until he bought something). The third week I made NO CONTACT (there is such a thing as being TOO PERSISTENT). The fourth week, I gave him one last shot: I called and asked him if he wanted to see some homes the following day.

The Story Behind the Story:

It turns out that he was a physician who ran a medical clinic. He was genuinely interested in Buying, however, things at work (real things) kept coming up (he was the main supervisor). I asked him why he chose me as his Agent. His answer was "because you were the only Agent who stayed in touch."

 I Invite You:

This is #6 of a series of 150 Great Traits for Realtors.  I will post a new post every 1-3 days. Your input is what will make this series work.  Thanks for subscribing and for your comments.

If you know of clients who may need some help in the So California, feel free to send them to my site: 

Be sure that you send me an e-mail with you and your clients' name and information.  I pay 25% for let's get to work. Thanks--  (626) 392-9499 Direct

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Comments (18)

Lynda Eisenmann
Preferred Home Brokers - Brea, CA
Broker Associate ,CRS,GRI,SRES, Brea,CA, Orange Co

Hi Mark,

Good for you. I think they is a difference between being persistent vs. annoying. You obviouly knew the difference.

May 05, 2009 05:55 PM
Kathleen Ann Pacheco-Corbett
(FIRST Exclusive Buyer's Office Providence-RI) - Providence, RI
Realtor, RI-MA, CEBA, Master, e-Pro, ABR, ABRM, GR

I feel that you need to keep in touch and be persistent, because as you found out, sometimes life takes priority and the house buying is put on hold. Until someone tell me not to call or sends me an email that they are no longer going to buy, I keep in touch.

May 05, 2009 07:11 PM
Chuck Carstensen
RE/MAX Results - Elk River, MN
Minnesota/Wisconsin Real Estate Expert

I do this all the time. I call, email, and follow up often weeks or months with out much of a response but when they are ready to go you bet they call me.

May 05, 2009 08:29 PM
Janice Roosevelt
Keller Williams Brandywine Valley - West Chester, PA
OICP ABR, ePRO,Ecobroker

We have a running joke on our team that we share with hard-to-reach clients - we let them know that we will "stalk" them until they tell us to stop. It works!

May 05, 2009 10:34 PM
Fernando Herboso - Associate Broker MD, & VA
Maxus Realty Group of Samson Properties - Clarksburg, MD
301-246-0001 Serving Maryland, DC and Northern VA

It is a science that I haven't perfected yet. . .I try to balance my contacts with them. .sometimes I win and sometimes I lose.

May 05, 2009 10:44 PM
Richard Iarossi
Coldwell Banker Residential Brokerage - Crofton, MD
Crofton MD Real Estate, Annapolis MD Real Estate

Mark, Staying in touch correctly is different for every client, and agent. It's one of the most difficult things to do with a new customer, be persistent without being a stalker. Rich

May 05, 2009 10:48 PM
Associate Broker Falmouth MA Cape Cod Heath Coker - Falmouth, MA
Heath Coker Berkshire Hathaway HS Robert Paul Prop

Persistence is repetition similar to but different from insane repetition...  looking for a different result.

May 05, 2009 11:37 PM
Weichert, Realtors - Wayne, NJ
Broker-Salesperson, REALTOR, ABR, SRES, RELO, e-PR

Love the ones that you take to see 50 properties in three months and they wind up buying an hour away from someone else! Ouch...

May 05, 2009 11:48 PM
Brad Officer
Brad Officer Real Estate - RE/MAX Specialists - Jacksonville, FL
Jacksonville REALTOR

In the high end, luxury real estate, persistence is absolutely required.  These guys are busy and you must stay on their radar. 

May 06, 2009 12:59 AM
Jared Weggeland
Southern Homes - Lakeland, FL

really interesting. I am gonna use your blog to train my sale people. I really like your illustrations. Good job

May 06, 2009 02:34 AM
Mark Velasco
West Shores Realty - Whittier, CA
Top Producing Broker Associate

Lynda: Thank you. It takes a lot of experience to find that difference.

Kathleen: Yes, life's situations can often interrupt Client's home buying. You are right. Keep in contact and they WILL come back around. It helps to ask how things are going with their circumstances versus are you ready yet types of comments.

Chuck: Most Buyers enjoy being anonymous. Yet when they see a property they like, then, they come out of hiding.

Janice: Really? Tell me more about your approach. It sounds really aggressive, yet, it is working for your team? My experience is that, for me and my clients, that is ususally a turn off. Tell me how your team's approach.

Fernando: If you are giving the best service...then in the long never lose

Rich: Nice distinction. All clients need a different level of contact in order to stay interested.

Heath: Yes repetition, yet, not monotony. We need to contact them with different "angles" and information. Some want the best deals, some want location, some just want to get a feel for who you are first.

Dawn: Has not happened to me EVER. Provide the highest level of service and they will NEVER leave you. The exception to that is, maybe, they have a family member in RE and they were "guilt trripped" into submission by the family.

Brad: Yes that is true. My high end clients are usually swamped with work and responsibilities. Know EXACTLY what they want, preview the homes first and DO NOT WASTE THEIR TIME. They will not hesitate to move on.

May 06, 2009 02:52 AM
Mark Velasco
West Shores Realty - Whittier, CA
Top Producing Broker Associate

Thanks Jared. I have been Blogging for a few weeks now. I am getting the hang of it now. My best Blog was the one on Honesty (featured post).

It seems to me that catchy titiles and keep it short and sweet. Also, most of my illustrations are "dragged" out of Google images.

Blogging is a great way to network and to really show who you are as a person to the world. Plus, it is free exposure.

May 06, 2009 02:56 AM
Carol Lee
Dilbeck Real Estate - Oak Park, CA
Realtor - Agoura, Oak Park, Westlake CA Homes

Too much is when they tell you to stop calling!  But bottom line, go with your gut.  I say at least 3 or 4 tmies to try to contact is fine.

May 08, 2009 10:55 AM
Mark Velasco
West Shores Realty - Whittier, CA
Top Producing Broker Associate

Lol...or when they change their maybe I was a little TOO Persisten (lol)

May 08, 2009 12:05 PM
Regina P. Brown
MBA Broker Consultants - Carlsbad, CA
M.B.A., Broker, Instructor

Mark, you go!!!  How great that you can give us tips about persistence because YOU set the example.  I agree that we should follow up on leads every week, and NEVER pre-judge them!  I have had an emergency room doctor as a client, she was inaccessible for days at a time.  Then on her days off, she slept all day and didn't want to be bothered.  So sometimes a person may have a super-busy life but still want to buy a home!

May 08, 2009 02:27 PM
Mark Velasco
West Shores Realty - Whittier, CA
Top Producing Broker Associate

Thanks Regina. People are at many different places in their lives. It is our job to provide a service. Sometimes, our patience pays off with a sale.  When selling to someone who is difficult to access or to work with usually results in the most referrals.  Their families know what these people's lives are like.  And you STILL managed to find time in that family member's life to find them a house? They KNOW that you are either patient or a miracle worker. I like to think that I am both ;-)

May 10, 2009 03:45 AM
Monrovia, CA

I have been in lending side for 10 plus years and even during the slow times I stuck with being Persistent and now during the good times I am still doing it. I believe in this concept 100% and so do the successful people.

May 12, 2009 05:28 PM
Mark Velasco
West Shores Realty - Whittier, CA
Top Producing Broker Associate

Juan. In any endeavor, persistence is a must...especially in Real Estate.

May 12, 2009 06:07 PM