Are You Following Up

Services for Real Estate Pros with Happy Grasshopper

Is it ok to add someone to my automatic follow up campaign I just met?

The answer is yes and no.  Business relationships aren't built by collecting business cards at networking events and then immediately opting them in to your newsletter campaigns.  That being said, having an automated keep in touch program can be a good way to warm up contacts once you have properly introduced yourself.

Instead of just adding business cards to your shoebox,  try these steps for successfully following up when networking:


  1. When you first meet someone at a networking event, try actually meeting them.  Instead of trying to sell yourself and shove as many of your business cards into as many hands as possible, make it a point to get to know a few people well.  Find out about their business, where they are from, what other organizations they belong to, and what they are trying to get out of networking.

  2. Follow up with a phone call the next day.  Don't worry if they don't answer, you can leave them a message.  The call should follow this format.  "Hi, I just wanted to call and say how nice it was to meet you last night.  How did the event go for you?"  Again, don't use this phone call as an opportunity to pitch, just get to know them better.

  3. Send an email after the call.  This email should say, "I am glad we got to connect.  If you ever have any questions about _________ (the industry you are in.) Don't hesitate to ask.  Here are my contact details, please let me know if I can help with anything. **(Include a full email signature that has your contact details, picture, links to your social media profiles, and website.)


The one thing you should notice about all 3 steps that at no point did you have to sell or even talk about yourself.  I actually found this to be such a relief when I finally figured it out.  It is so much easier to approach people if you have a genuine desire to learn about who they are.

Once you have established a connection, you can feel comfortable continuing to keep in touch in a more automated way.  You've reached out to them and have now put the ball in their court.  If they want to reach back out, the regular communications sent by your automated system will provide the perfect opportunity.

Just as your initial contact with them didn't require any selling, your automated communications shouldn't either.  Just say hi, how are you, and reference something interesting that they will appreciate receiving and will put a smile on their face.  The email you send doesn't even have to reference your industry, it is actually preferable if it doesn't.


Want help putting a great automated
follow-up campaign in place?

Learn how at Happy Grasshopper

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We help salespeople write and deliver thoughtful, well-written follow-up that connects them with their prospects and current database in a way that builds a stronger relationship and a deeper trust.  Take our free assessment here to see how we can help you keep in touch with your sphere, convert more leads and grow your team.



Re-Blogged 1 time:

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  1. Torgie Madison 08/22/2012 03:37 AM
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Lanise Warrior-Johnson
Real Estate Brokers Services, Inc. - Compton, CA
Real Estate Specialist

Great reminder to be sincere in our networking.  It also takes the pressure on both you and the prospect...who is probably anticipating a "hard sell". 

Aug 21, 2012 01:53 PM #1
Ed & Tracy Oliva
West USA Realty - Arizona - Fountain Hills, AZ
The Oliva Team Arizona Agents

C: This is some good advice for all in the business, keep up the good work and good luck in 2012,  E

Aug 21, 2012 08:36 PM #2
JudyAnn Lorenz
Bar JD Communications - Mansfield, MO
Virtual Marketing Consultant

I especially like your advice to avoid pushing what one is as opposed to who one is. Friendly follow-up messages seem to be personal notes even if you are using the same template for everyone. 

Do you use or recommend using an optin for the auto-responders at some point?

Aug 22, 2012 12:59 AM #3

Great Article!

Aug 22, 2012 09:55 AM #4
Nakia Brooks
GaRealtyGroup | 2ShortSaleGuys - Braselton, GA
Selling GA, One yard at a time!

I love it, nothing more than to go to a class or networking event and by the time I get home I have umteen emails from an email campaign.

It's all about the relationships, if you build relationships, the referrals will come!!!

Great Article Celeste!!!



Aug 22, 2012 11:15 AM #5
Jeff Hoover
Exit Realty "The Tri-State Group" - Middletown, DE
Look For Your Home Today

Real good advice.  As a customer and now as a Realtor, never was really sold on the product but person offering the product. 

Aug 22, 2012 12:12 PM #6
Melissa Zavala
Broadpoint Properties - Escondido, CA
Broker, Escondido Real Estate, San Diego County
Okay, this is funny. I read the post and was thinking that Happy Grasshopper offers a program just like what you are describing; then I got to the bottom of the post and I saw that you are Happy Grasshopper. I've only heard good things about the program.
Aug 22, 2012 12:15 PM #7
Amber Boyd
Novus Real Estate - Wylie, TX

This is a great post. It is very imortant when networking that they do not feel that you are just trying to sell them something. They want that personal reltionship with you. They want to get to know you before they just start doing buisiness with you or sending people your way before they know you are the best person they can refer to.



Love it!

Aug 22, 2012 02:40 PM #8
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