Do You Want A Pay Check? Follow Up Is Crucial!

By
Real Estate Agent with RE/MAX Elite

 Brentwood TN Real Estate

Today I received a voice mail from a buyer out of state interested in Brentwood TN property and asking me to return his call. I missed the call because I was on the other line with a client, but within 20 minutes or less I was calling him back. We had gotten some of the basics out of the way when he said that several of the agents he had spoken with did not seem very interested in helping him. Why?  Because he was not 100% sure TN was the place for him and if it is it will be 6months or more before he would be ready to purchase. That surprised me a bit as I am always up for establishing client relationships regardless. I asked him how he found me and he told me he did a Google search on Brentwood TN and I was there. I recently moved to page 1 for my search criteria and was very pleased to hear that it is working, but knowing there are several big agents on that same page above me, I asked whom he had spoken too. He named another agent and I recognized the name as one I have heard and seen often. Then this buyer proceeded to shock me. He said that when he called this agent he was told the agent was busy on a specified personal errand and they would get back to him. They never did. No search results sent, nothing! What??!! Ok so this buyer may not end up moving here but he sure sounded interested to me and I talked to him for about 25 minutes maybe. A cash buyer with interest in Brentwood gets a return call and MLS listing emailed, a drip started etc, no matter what their time frame is. I just closed a $600,000 home for buyers I first started talking to 1 1/2 yrs ago!

Are there really agents here so busy that they turn away clients or so lazy that they just don't bother? Not knowing the other agents side I can only hope it was a simple case of memory loss and oversight. This is why I  carry a pad of paper and a pen every blessed where I go, so I can write it down and get it done. I always, always email searches within hours, every time! I make the time. Responsiveness is critical, especially in a slower market. Like they say, "you never get a second chance to make a first impression" Personally I hope that even if I ever get busy enough to turn down clients (I really cannot see that but who knows..)I hope I always follow the simple rule of consideration. Stand out in the crowd, give exemplary service right off the bat.

 


Call, email, follow up! Let people know they matter, that is what makes a possible buyer into a client!

 

Vanessa Stalets

Brentwood TN Real Estate

Re/MAX Elite
615-957-6333
615-661-4400

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Rainer
68,078
Epcon Communities Epcon Columbia
Epcon Columbia, SC - Columbia, SC

It should be the tenacious bird catches the worm.

Feb 16, 2008 01:36 PM #2
Rainer
136,482
Gayle Balaban
The Best Spot Realty/Waterfront Real Estate/Ooltewah Real E - Chattanooga, TN
E. TN Waterfront Real Estate
Vanessa I too have closed sales with clients that at first were just tire kicking but by staying in touch I was their choice once thay decided to make a move.
Feb 16, 2008 01:48 PM #3
Rainmaker
111,050
Nancy Brenner
Referral Associates of Georgia, Inc. - Roswell, GA
Roswell Georgia Real Estate Agent
Vanessa -  My Associate Broker and I had this exact conversation to day.  Neither of us could understand why agents don't follow through, let alone follow up.  Some one called you.  They told you what they're looking for.  You have a customer right there....   why would you let them go?
Feb 16, 2008 01:53 PM #4
Rainmaker
915,829
Kay Van Kampen
RE/MAX Broker, RE/MAX - Springfield, MO
Realtor®, Springfield Mo Real Estate
Vanessa, follow up is crucial.  I know that buyers feel neglected if not called or contacted some way or another.  We wrote a contract today for a buyer that was contacting his lender for preapproval.  After 2 weeks he called and requested another lender.  We qualified him within an hour and now have him under contract.
Feb 16, 2008 01:54 PM #5
Ambassador
1,883,768
Gary Woltal
Keller Williams Realty - Flower Mound, TX
Assoc. Broker Realtor SFR Dallas Ft. Worth
Vanessa, timing is everything. I appreciate your reminder on organization and followup. They may not have decided where to live or when, but they will EVENTUALLY. If you remind them you are there - YOU will get the business.
Feb 16, 2008 02:23 PM #6
Rainmaker
307,391
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate
Larry- Yes, that is the saying. In this market I fail to see why anyone would not be the early bird...
Feb 16, 2008 03:17 PM #7
Rainmaker
307,391
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate
Epcon- Yes, it should and that is exactly what we have to be. I have clients who call me "the bulldog of real estate" because I am so tenacious..thanks for reading!
Feb 16, 2008 03:18 PM #8
Rainmaker
307,391
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate
Gayle- Yes, I truly do not understand why any agent would pass on a client just because they are not here yet.
Feb 16, 2008 03:19 PM #9
Rainmaker
307,391
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate
Nancy- Exactly my point here! I am non plussed~
Feb 16, 2008 03:20 PM #10
Rainmaker
307,391
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate
Kay- that is it in a nut shell. Pay attention to them, you work FOR them. ...Thanks for reading!:.)
Feb 16, 2008 03:22 PM #11
Rainmaker
307,391
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate
Gary- That is the plan...investing in future business really.
Feb 16, 2008 03:23 PM #12
Ambassador
254,333
Melissa Grant
A Serendipity World - Greenbackville, VA
The Law of Attraction In Life & Business
The squeaky wheel gets the grease ! Take care of your clients and simply put they will take care of you ! Throw a client to the back burner because they are not buying today and tomorrow you can deal with the fact that another Agent will be taking care of them. It's old school, not rocket science !
Feb 16, 2008 11:59 PM #13
Rainmaker
307,391
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate
Amen sister! Doh!
Feb 17, 2008 12:12 AM #14
Ambassador
1,553,356
Karen Kruschka
RE/MAX Executives - Woodbridge, VA
- "My Experience Isn't Expensive - It's PRICELESS"
Vanessa,  I've said it so many times before - there are too many agents out there that have no idea how to operate a business
Feb 17, 2008 10:08 AM #15
Rainmaker
307,391
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate
Karen- I think some of the issue is too many agents without mentors or someone to teach them. I did not learn everything alone either...
Feb 19, 2008 10:11 PM #16
Rainmaker
23,247
Monica Neubauer
Benchmark Realty - Franklin, TN
Franklin, TN - Realtor, Trainer
I currently have 2 buyer rep agreements that are for 18 months.  I need business  next year too. :)
Mar 18, 2008 06:03 AM #17
Rainer
2,660
S J
Pittsburgh, PA
this is solid thanks
Mar 18, 2008 06:08 AM #18
Ambassador
254,333
Melissa Grant
A Serendipity World - Greenbackville, VA
The Law of Attraction In Life & Business
Great post Vanessa ! Follow up is key in any market however in our more challenging market we have no reason not to follow up !
Mar 18, 2008 08:26 AM #19
Rainmaker
173,650
Christine McInerney
Great Life RE - Knoxville, TN
The McInerney Team, Knoxville TN Homes For Sale

Karen,

I have had this happen to me several times as well.  Calling back is so easy, but often times overlooked.

Oct 06, 2009 02:12 PM #20
Rainmaker
307,391
Vanessa Stalets
RE/MAX Elite - Brentwood, TN
REALTOR, Brentwood TN Homes, Real Estate

Christine and Jennifer- Thanks for the comment and for resurecting this old post! It is still good advice and I must remember it as well! :.)

Oct 06, 2009 11:46 PM #21
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Rainmaker
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Vanessa Stalets

REALTOR, Brentwood TN Homes, Real Estate
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