If you missed the first part of this four part series you can access it here - How To Succeed In Real Estate - Issue # 1.
How to Succeed in Real Estate – Part 2
If you are interested in what it takes to succeed in real estate, then you may enjoy the humor (and reality) of this four part series…
The second way to succeed in real estate is to not be like the “average Realtor” regarding follow up. The average Realtor has sloppy and inconsistent follow up with all clients. Top trainer and respected guru Brian Tracy has stated that…”The Fortune is in the follow up”. And that’s what average Realtors DON’T do. But for the Realtors who make a fortune, they follow up, consistently.
Average Realtors are even worse regarding follow up with online leads. According to a RISMedia study:
* 46% of online leads went unanswered!
* 23% were responded to after 8 hours!
Online leads may not be ready to buy right now but if you properly follow up, provide value to the person, and cultivate the relationship, it can turn into a real estate client.
Here is an example of how one top performer follows up on a lead:
Day 1 – Calls referral, if no answer leaves message
Day 2 – Searches referral and adds on Facebook / LinkedIn/ Twitter
Day 3 - Calls to re-connect, referral answers, asks questions / listens, adds client to database management system with drip email reminders for buying process and automatic emails with matching properties. If no answer, sends text.
Day 4 – 90 – Adds an automatic reminders on calendar to talk to client at least once a week even if there is no update. Uses a system that creates automatic communication with the client.
Remember…the fortune is in the follow up. Some agents make the first call but it is the 3rd, 4th, or 5th call that impresses the client.
Do you have a cool follow up story to share?
If so, share it here.
Stay tuned for part 3 of “How to Succeed in Real Estate” next week.
P. S. If you do not currently have a contact management database that helps you manage your prospects, offers drip email, tracks goals, manages listings, and syncs with your calendar for less than $100 a year please send me a message.