How to Follow Up With Prospects – With Class

Services for Real Estate Pros with BRE# 01392374

Desperation doesn’t look good on anyone. It’s the quickest way to drive people away from you in any relationship – romantic, friendship, and even business.

One of the things that drives people crazy about many small business owners and Realtors® is that they’re so eager for business that they fall all over themselves trying to give pitches and “serve.” The problem is that it’s not real service – it’s a desperate money grab!

The good news is that you CAN follow up with clients and prospects with class. Here’s how.

Share Useful Information

One of the problems that people have with business owners is that everything is focused on the business and the sale. People aren’t interested in “being sold,” although they love to shop and buy.

To build that relationship and help the prospects trust you, share useful information. With buyer prospects, help them understand how to evaluate an area to see if it’s a safe neighborhood. With sellers, offer ideas on how to spruce up their home and improve home values.

When you share useful information that’s focused on the prospect, instead of you, you can stay in touch without reeking of desperation.

This isn’t just for prospects either – make sure current and former clients are in the loop with any updates on new listings, changes in neighborhood values, or recent successful sales. This will keep you top-of-mind and help bring referrals!

Don’t Assume Silence is Annoyance

Have you ever been so busy that you forgot someone wanted you to call them, or forgot to set a date for a get-together?

I’m sure you have – probably within the last 24 hours!

Prospects are the same way. They have busy lives, and they can become distracted and forget that they were planning to call you. As a result, you don’t hear anything!

Don’t assume silence means you’ve put them off. Think about your own life – they probably just forgot. A gentle reminder can actually be helpful to them, not annoying!

You can keep reminders short and sweet, but remember that you’re likely doing them a favor.

Be Prompt and Consistent!

When someone reaches out or wants information, don’t delay in your own reply. As a professional, you need to get back to prospects right away.

If you delay, not only do you seem disinterested in serving them, but you can lose the sale to another more prompt Realtor®. People don’t usually interview multiple real estate agents – they go with the one they hear from first!

By the same token, be consistent in your communication. How would you feel if you never heard from someone and then got an email every day for a week and then didn’t hear from them for another month?

It would be extremely annoying! Instead of doing the “occasional firehose” approach, do the “slow and steady” method. Send emails every week. Send postcards every month. Be consistent. It matters.

Focus Your Connections on What Others Need

The number one key to not being desperate is making sure that you’re focused on what the other person needs.

Whether they are a prospect, current client, or former customer, how can you best serve them right now? What can you do to connect with them in a genuinely useful, helpful way?

Don’t assume people don’t want to hear from you. Often they do. They just don’t want to hear from the desperate version of you. Instead, stay confident and consistent.


Have you sent your postcards this month? We have a BOGO special on seasonal postcards. Buy 500, get 500 free – use promo code SEASONAL18!


This post originally shared on PrinterBees' Real Estate Marketing Magazine.


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Nina Hollander
Coldwell Banker Residential Brokerage - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Hi Nadine... great suggestions. And as you point out, consistency is key.

Sep 26, 2018 05:02 AM #1
Nina Hollander
Coldwell Banker Residential Brokerage - Charlotte, NC
Your Charlotte/Ballantyne/Waxhaw/Fort Mill Realtor

Carol Williams hi Carol... here's my suggestion for your Second Chance Saturday post.

Sep 26, 2018 05:03 AM #2
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Hello Nadine Larder,  Another interesting blog by you for what we should be doing.  Make it a good week.


Sep 28, 2018 02:48 PM #3
Debb Janes EcoBroker and Bernie Stea JD
ViewHomes of Clark County - Nature As Neighbors - Camas, WA
REALTORS® in Clark County, WA

Consistent and valuable and genuine...those are the 3 cornerstones of our outreach to clients and prospects.  Thanks Nadine for the suggestions - found this in Second Chance Saturdays. 

Sep 29, 2018 07:43 AM #4
Kat Palmiotti
Grand Lux Realty, Monroe NY, 914-419-0270, - Monroe, NY
The House Kat

Yes, valuable information, consistent communication, quick responses will help ensure people do use us for their purchase/sale.

Sep 29, 2018 07:50 AM #5
Hannah Williams
Re/Max Eastern inc. - Philadelphia, PA
Expertise NE Philadelphia & Bucks 215-953-8818

Great inormation here  Nadine Larder  so glad that Carol Williams  Featured this in SCS as I missed this post

Sep 30, 2018 10:57 AM #6
John Henry
John Henry Masterworks Design International, Inc. - Orlando, FL
Residential Architect, Luxury Custom Home Design

WOW. A GREAT POST!!  The takeaway: "To build that relationship and help the prospects trust you, share useful information"

Needy salespeople, representatives, business owners -- all looking to desperately close a deal are obviously viewed with some suspicion I think.  Desperation is also a bad point from which to negotiate.  When someone smells blood your chances of a win-win diminish.  Great post.  Thanks again.

Sep 30, 2018 12:06 PM #7
Jeff Dowler, CRS
Solutions Real Estate - Carlsbad, CA
The Southern California Relocation Dude

Hi Nadine

Thanks for sharing some awesome tips on staying in touch and how to do so most effectively. We all know that consistency is key.


Sep 30, 2018 04:32 PM #8
Pat Starnes-Front Gate Realty
Front Gate Real Estate - Brandon, MS
601-991-2900 Office; 601-278-4513 Cell

Nadine, I'm definitely checking into the postcards. Does the BOGO go through October? Hope I'm not too late.

Oct 02, 2018 09:29 AM #9
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Nadine Larder

Real Estate Marketing Expert/PrinterBees Founder
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