Follow-up Is King!

By
Real Estate Agent with Joe Manausa Real Estate 8508880888

real estate tallahassee fl

 

Following up is an important aspect in developing your real estate business... actually ANY business.  It helps you to build trusting ongoing relationships with your customers.  These relationships result in most of your significant sales.

 

Like anything worthwhile, consistent follow-up requires a lot of effort.  At Century 21 First Realty, we have a Quality Service Department whose primary function is lead follow up.  In the long run, sales follow-ups are more cost effective than chasing down new customers.

 

There are three obvious advantages to good lead follow-up:

Tallahassee Real Estate

 

1). Get the business.  Picture trying to fill a strainer with water.  How much easier and more effective would that be if you plugged the holes?  Well, that's what effective lead follow-up does.  So many sales are lost simply because agents get focused on everything that is involved with closing their immediate deals and they lose track of the mid-ranged and long term prospects. We tackle that problem with weekly, bi-weekly and monthly follow-up schedules for all of our leads depending upon how hot they are.  Our Qaulity Service Department  makes these follow-up calls and sets appointments for our agents so that we can ensure few potential sales are lost through inattention.

2) Generate referrals.  Every one of our call scripts ends with "Let me ask you this...do you know of anyone else who many need our assistance with real estate?"  A satisfied customer will surely tell their friends about you.  Our goal is to be inexorably link with real estate in the minds of each and every one of our customers.  So that when they hear someone talking about real estate, they think of us.  Then we follow up regularly so that we can pick up these referrals while the conversations are still fresh in our customers minds.  This equals new leads who are predisposed to look favorably upon us.

 

Tallahassee Real Estate Information

 

 

 

 

 3) Keeping the customers you have.  Business grows in the moments between sales.  Follow-up campaigns require a lot of attention and effort, but they are a step towards new deals.  We have established a Past Client Club specifically to keep in touch with the folks who have done business with us through regular mailers and newsletters. The pay off is that once you gain a customer's trust, the next time they are ready to buy or sell they will look no farther than your door.  Provided you FOLLOW-UP with them.

 

 

 

 

 


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Joe Manausa, MBA, CRB, CRS | Broker / Owner | Century 21 First Realty

2365 Centerville Road | Tallahassee, Florida 32308 | 850-386-2001 | http://www.manausa.com/

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Rainmaker
4,432,217
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel
Thanks for the post. Follow up is very important. It shows the customer you care .
Oct 16, 2007 10:57 PM #1
Rainer
434,914
Scott Daniels Florida Real Estate 2.0. Agents Earn 100% Commission.
Florida List For Less Realty, Inc. Broker/Owner. - Cooper City, FL

JM,

Must agree. It`s crucial to our survival as professionals.

Oct 16, 2007 11:05 PM #2
Rainer
61,519
n d
Naoma Doriguzzi - Virginia Beach, VA
Joe - What a great blog!  I don't understand why anyone wouldn't want to follow up when you have already made contact with that customer before!  This is one of the easiest leads you will get!
Oct 16, 2007 11:22 PM #3
Ambassador
920,196
Missy Caulk
Missy Caulk TEAM - Ann Arbor, MI
Savvy Realtor - Ann Arbor Real Estate
Joe, you are so right about the follow-up. That and communication can make or break a career.
Oct 16, 2007 11:26 PM #4
Rainmaker
1,041,056
Charles McDonald
Charlottesville Real Estate Solutions - Charlottesville, VA
REALTOR®, Blogger, Principal Broker®, Owner
Joe, Follow up is critical, but how about just answering your phone? I can not believe how many agents do not answer the phone...
Oct 16, 2007 11:35 PM #5
Rainer
274,607
Adam Waldman
Westcott Group Real Estate Company - Hauppauge, NY
Realtor - Long Island
JOE:  It sounds like you have put together an excellent system, which is why your follow-up is executed without fail.  Without a system, good intentions will not usually get the job done effectively.  I like the business model that you're working with.
Oct 16, 2007 11:37 PM #6
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
Thanks Gita, I agree.
Oct 16, 2007 11:42 PM #7
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
Thanks Scott. Survival seems to be the theme of the year....
Oct 16, 2007 11:43 PM #8
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
Thanks Naoma. I don't think it is a case of not wanting to, I think it has more to do with time management and data management.
Oct 16, 2007 11:43 PM #9
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
Thanks Missy. We try very hard to not let anyone slip through the cracks.
Oct 16, 2007 11:44 PM #10
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
I agree Charles. But the flip side of the coin is, if you are on an appointment, should you answer the phone?
Oct 16, 2007 11:45 PM #11
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
Thanks Adam. We've been working very hard to bring it about.
Oct 16, 2007 11:45 PM #12
Rainer
110,262
Linda Scanlan
A Fan of AR - Burleson, TX

Joe - one of the first things I remember anyone telling me when I first started was follow-up, follow-up, follow-up.

I have no idea where you found that "Elvis", but he definitely needs to leave the building!! (Is that a fork he's holding??) LOL

Oct 17, 2007 12:47 AM #13
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
Hey, he put on a little weight.... Thanks Linda.
Oct 17, 2007 04:43 AM #14
Rainer
6,277
Delete Me Now Please
Kugluktuk, YN
Great post and I can't stress enough myself how important follow up is. 
Also, love the Elvis!
Oct 17, 2007 12:04 PM #15
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
Thanks Rob. Elvis is the king (a bit heavy though).
Oct 17, 2007 12:42 PM #16
Rainmaker
325,871
Esko Kiuru
Bethesda, MD

Joe,

Very valid point. In today's world if you don't follow up the thing you are doing is not going to happen. For agents it's a transaction, for us lenders it's a loan. There are so many different parties involved that a relentless follow-up is the only way to success.

Oct 17, 2007 04:09 PM #17
Rainer
41,698
Dan Tobias
Rodeo Realty - Northridge, CA
Northridge Real Estate Expert
Joe - follow up, follow up, follow up those are the three biggest mistakes that most people make. they don`t do it. great post
Oct 17, 2007 04:45 PM #18
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
I agree Esko. It doesn't matter what industry, follow-up is still key.
Oct 17, 2007 10:21 PM #19
Rainmaker
1,172,906
Joe Manausa
Joe Manausa Real Estate - Tallahassee, FL
Tallahassee Real Estate
Thanks Dan.
Oct 17, 2007 10:21 PM #20
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