How to get into your leads' phone contacts (and stay there)

By
Real Estate Technology with realtor.com®

Ever had a great initial chat with a potential new client, but left feeling unsure if you’d ever hear from them again? If you’re not sure how to follow up after a promising appointment or impromptu meeting, follow these three quick tactics to ensure you stay on their radar.

 

Tactic #1: The right-then thank you note

First, don’t leave the parking lot until you’ve begun your planned outreach. Keep a stack of thank you notes or other personal stationery in your glove compartment or in a small storage container. Get in the habit of writing a quick thank-you note in the car every time you leave a meeting with a potential new client.

Keep stamps on hand and deliver the thank you note to the first mailbox or post office you see as you drive away. While it isn’t the most efficient method of communicating your gratitude, a handwritten note still goes a long way when it comes to attempting to land a new client. And because our other two tactics are immediate, text-related follow-ups, you’ll also guarantee that your contact thinks of you 1-2 days after you’ve met in person (right as they may have otherwise forgotten about you).

 

Tactic #2: Send a “Just one more thing” video

Next, without leaving the parking lot, fire up your cell phone’s video capability. Take a quick video where you offer them an additional tip that you forgot to mention within your meeting. Be sure to start with a brief intro:

“Hey Andrew, it’s Janet. I forgot to tell you one more thing I meant to mention in our meeting…”

Wondering what to say? If you’re communicating with a buyer lead, let them know that you have a weekly sales meeting where agents talk about “coming soon” listings. Tell them you’ll watch for any homes that fit their criteria so they can possibly see listings even before they’re available on the MLS. This is a great way to stay in contact with a buyer who may not be ready to buy yet, but hopes to get pre-approved soon. You may be able to get them to move more quickly if they think the right home is out there and they’re the only buyers who know about it.

If communicating with a potential seller, say that you can send them a hyper-localized market report that uses local data to show them what their house could sell for (or what other comparable houses are selling for, and how fast). Let them know you’ll just need their email address to do so. By tee-ing up a Market Snapshot® or other similar market, your contacts will be much more likely to open it when they see it come through their email.  

 

Tactic #3: Share your customized contact info

Last — and this is one of our favorite methods — be sure to share your contact record with them. Whether you have an iPhone or Android device, you’re able to share a robust contact record that can include everything from your email address and website, to office address to business name and more.

Plus, here’s a tip from master agent Eric Hatch: When creating a contact record you plan to share, don’t just enter your first and last name. Give as much information as possible. For example, Eric includes the term “My Real Estate Agent” within his contact record, along with his home brokerage, Century 21 Cornerstone:

Having that much info in your “name” field comes in especially handy when you make a fast introduction in line at a grocery store, coffeeshop or at a fast-and-furious networking event. These quick connections may not remember your first or last name in the future, but they would still be able to search “real estate” or “agent” within their contacts to find you in the future.

 

What’s your immediate follow-up method?

Do you have a tactic, or set of tactics, that you use to engage brand-new prospects? Tell us in the comments or drop us a line on our Facebook page, where we keep in touch with more than 35,000 top agents from across the country

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real estate leads
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Rainer
604,720
Sham Reddy CRS
H E R Realty, Dayton, OH - Dayton, OH
CRS

Thanks for sharing!!!

Do you have a tactic, or set of tactics, that you use to engage brand-new prospects? Tell us in the comments or drop us a line on our Facebook page, where we keep in touch with more than 35,000 top agents from across the country

Jul 17, 2017 05:13 AM #1
Rainmaker
3,476,724
Kristin Johnston - REALTOR®
RE/MAX Realty Center - Waukesha, WI
Giving Back With Each Home Sold!

Great post/ information...thank you for sharing it with us today!

Jul 17, 2017 05:27 AM #2
Rainmaker
4,432,971
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for sharing the information. I will bookmark this post 

Jul 17, 2017 05:42 AM #3
Rainer
10,384
marthe teixeira
AgentOwned Realty - Mount Pleasant, SC
Rent or own I have your perfect home!

Thank you for sharing that some great tips I will take away!

Jul 18, 2017 01:31 PM #4
Rainmaker
543,332
John Mosier
Realty ONE Group Mountain Desert - Prescott, AZ
Prescott's Patriot Agent 928 533-8142

Thanks for your post! Several really good ideas here. I will try to put it into practice.

Jul 18, 2017 07:16 PM #5
Rainer
46,177
Nancy Middleton
Counselor Realty, Inc. - Excelsior, MN
Nancy Middleton, Counselor Realty, Minnetonka, MN

Lots of good ideas.I remember years ago when I always wrote personal well-printed notes each Sunday evening after an Open House. Those were always appreciated and effective when I continued to stay in touch with other methods as well.

 

Jul 18, 2017 08:29 PM #6
Rainmaker
288,178
DALIA KIBBY
Sellstate Partners Realty - Cooper City, FL
Selling Broward County Homes with Passion!

The personal thank you note is my immediate follow-up to a promising lead; also, I try to get their email address when I prepare an 'on the spot' property report with my RPR app. Good post!

Jul 19, 2017 01:40 PM #8
Ambassador
4,296,364
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Love these tips. I always send hand-written thank you notes by the next day. I think they are very effective...and of course not just for when you meet a new client! Bookmarked!!

Jeff

Jul 19, 2017 06:33 PM #9
Rainmaker
588,436
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

I like the 'one more thing' idea--you are giving them extra valuable info and showing you remember them, you want to be of service.  Also reminds me of Steve Jobs!

Jul 20, 2017 07:35 AM #10
Rainmaker
1,022,445
Jan Green
Value Added Service, 602-620-2699 - Scottsdale, AZ
HomeSmart Elite Group, REALTOR®, EcoBroker, GREEN

Excellent way to make a good impression and keep that lead going on your side. I love your tactics!  I always write thank yous, but should put them in my car.  The video idea is awesome.  And I'm definitely changing my contact info to "my real estate agent."  

Jul 26, 2017 07:56 PM #11
Rainer
126,850
Stavrula "Sam" Crafa, RNC,GRI, CDPE, PSA
Future Home Realty - Seminole, FL
Providing the integrity and service you deserve.

I have an electronic business card called Savvycard. It's especially helpful at networking events. Instead of handing out business cards that someone will probably misplace, I text them a link to my card, which when they accept, loads an app on their phone with my picture on it, access to my listings and they can search the MLS along with other information. They can call, text or email me from that app. It's great! 

Jul 31, 2017 05:19 PM #12
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