The ONE Skill Which Will Set You Apart As A REALTOR

Real Estate Agent with Keller Williams Realty 0575737

EurekaIn looking at consistently GOOD Realtors over others that you might conside average or sub par flakes in the business, I see

ONE Skill Which Will Set You Apart As A REALTOR.

That skill?

           Follow Up !!!!

Looking at it as serving your client the REASON the good REALTOR keeps getting rave reviews is they don't let things fall through the crack. There is this HAPPY FACE at the other end of the communication, the computer terminal if you will. Emails come back with answers to questions, solutions to problems, extra information. The customer phone rings promptly after confusion is shown.

Face to face meetings are arranged as needed, and paperwork moves around from place to place with signatures and minimal hassle. Use of technology is a given and is effective.

Is a good to great REALTOR perfect all the time, or not have a personal life outside their business? Absolutely not. They are human just like the flake REALTORS. They have sick dogs, elderly mothers and kids that need to stay home from school with the flu on a Tuesday. But they deal with it. They are people of action and DO NOT LET THINGS SLIDE.

If you want to take your game to the next level, delight your clients with EXCELLENT FOLLOW UP in all areas, text, email, mail, phone and face to face communication. Make your response time above average and surprise them by giving them MORE than they expected.

CREATE 'raving' fans of YOU !!


Comments (30)

Ginny Lee
Americas Best Agents, Inc/Premiere Plus Realty, Inc - Naples, FL
CRS, Realtor, CDPE & ASP,Americas Best Agent,Naple

Gary you are 100% right...I can't believe that there are Realtors that don't follow up!

Most of my business is from repeat, referral and networking with other America's Best Agents and my CRS team.

Dec 28, 2010 01:53 AM
Kristin Johnston - REALTOR®
RE/MAX Realty Center 262-567-2455 - Waukesha, WI
Giving Back With Each Home Sold!

I was glad to see it was follow up...I do this really well I must say :-) I can't fathom when clients tell me other agents didnt return their calls....crazy!

Dec 28, 2010 02:13 AM
Gay E. Rosen
Julia B. Fee Sotheby's International Realty - Larchmont, NY
As Real as Real Estate Gets!

Hi Gary: You are so right... follow up is SO important. Best, Gay

Dec 28, 2010 02:14 AM
Chris Ann Cleland
Long and Foster REALTORS®, Gainesville, VA - Bristow, VA
Associate Broker, Bristow, VA

Follow-up is really what it's all about. I can't imagine not following-up. Our transactions these days can get so complicated.  There is no scenario where a client would be permitted to leave confused or with intentionally unanswered questions.  That's just bad business.

Dec 28, 2010 03:04 AM
Karen Fiddler, Broker/Owner
Karen Parsons-Fiddler, Broker 949-510-2395 - Mission Viejo, CA
Orange County & Lake Arrowhead, CA (949)510-2395

so true...every client I get that started with someone else has the same follow up.

Dec 28, 2010 03:30 AM
Don Rogers
Keller Williams Realty Chesterfield - O'Fallon, MO
Realtor, Broker, CDPE, GRI, OnullFallon MO & St Charles County MO homes

Good morning Gary,

This is probably the one area that we could all improve on.  I am not to sure that we can over communicate with our clients.

Dec 28, 2010 03:30 AM
Cherise Selley
Selley Group Real Estate, LLC - Colorado Springs, CO
Colorado Springs Realtor


We agree.  There are never any rave reviews when follow-up is delinquent... g

Dec 28, 2010 03:53 AM
Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

It would seem that this should be the simplest of all of our tasks due to the number of avenues we have available to follow up by.  I'm not at 100% but resolve to do so.  Thanks Gary!

Dec 28, 2010 04:34 AM
Kim Darling
Keller Williams Westland Realty BRE# 01864461 - Fresno, CA
CRS,GRI, "Your Home Team" Fresno/Clovis Homes

Gary, you are so right. Lots of business can be gained or lost due to this one simple thing, follow up. If you had to change just one thing about your business from years past, this would/should be #1 along with consistent lead generating.

Dec 28, 2010 06:29 AM
Connie Goodrich
Keller Williams Realty - McKinney, TX
CRS ABR (McKinney Realtor)Texas

Key to any relationship in our business.  Don't drop the ball and keep in contact.  When you say you will do something, do it.  Don't rely on email to be your voice, email can sometimes not arrive as intended and gives the client the impression you did not follow up.  Great point to always keep in mind, and yes .. you will develop those fans!

Dec 28, 2010 06:44 AM
Debbie Summers
Charles Rutenberg Realty - New Smyrna Beach, FL

Gary - 

Enough can't be said about following up and following through... It's just another way to demonstrate your abilities over and above those you compete with!

Dec 28, 2010 08:20 AM
Toula Rosebrock
Diane Turton, Realtors, Forked River, NJ - Lacey Township, NJ
Broker/Sales Associate, Realtor, Lacey Township,

Hi Gary:

You are SOOOOOO right!

Follow up goes hand in hand with good customer service.

Dec 28, 2010 01:52 PM
William Johnson
Retired - La Jolla, CA
Retired Real Estate Professional

H Gary, Above all this may be the single most important part of our business. Follow up  is that one trait that sets any person in any business apart and can be a real business changer either way.

Dec 28, 2010 03:18 PM
Mike Frazier
Carousel Realty of Dyer County - Dyersburg, TN
Northwest Tennessee Realtor


Follow-up is the one thing that I need to continue perfecting. Great Post!

Dec 29, 2010 04:40 AM
Bill Burchard
3B Realty: 951-347-3818, CA - Murrieta, CA
Broker, Realtor, Representing Buyers and Sellers

Good advice, Gary. Follow up (and follow-thru) are key elements to happy and informed clients.

Dec 29, 2010 05:51 AM
John Mayer
Oikos Realty, Cape Canaveral, Cocoa Beach Florida - Cocoa Beach, FL
Your Beach Area Expert

Gary - It's called "dialing for dollars". Every sales person needs to follow up!

Dec 29, 2010 07:51 AM
Elizabeth Cooper-Golden
Huntsville Alabama Real Estate, (@ Homes Realty Group) - Huntsville, AL
Huntsville AL MLS

Gary, As William said, this is the most important part of our business.  They must be able to count on us and following up earns trust.

Dec 29, 2010 03:51 PM
Peggy Wester
Realty Executives Integrity - Grafton, WI
Real Estate Agent Ozaukee & Washington County

So, so true. It's always surprising to me when I hear agents admit they don't follow up with past buyers/sellers or with those people they've met at open houses. I really believe those are the best sources for future business -- stay in touch!

Dec 30, 2010 08:41 AM
Evelyn Johnston
Friends & Neighbors Real Estate - Elkhart, IN
The People You Know, Like and Trust!

You have to return calls, or better yet, make the call before they have to call you!

Dec 30, 2010 09:43 AM
Allison Stewart
St.Cloud Homes - Saint Cloud, FL
St. Cloud Fl Realtor, Osceola County Real Estate 407-616-9904

GARY- I coul,d not agree more. I see this happening all the time. Referral go unanswered, or passed along and the "new" agent they are passed along to drops the ball and the chance to increase their income. I see it in small business, where vendors fail to follow up and lose the job to a competitor because you never hear back fro them.  Sadly, those who fail to follow up will be the ones complaining about how nbad business is. It is not that business is bad it is that the way business is being managed that has failed most times.

Jan 01, 2011 12:14 AM