In real estate, it doesn’t matter if you are a top-producer or a none-producer, we should still
understand the importance of following up. And this doesn’t mean just following up to get
the sale, it’s doing so throughout the entire process and with everyone involved. Here are
Showings: Some agents have lots of listings but no assistant. They end up getting
bombarded with calls that they cannot answer, forcing the calls to voicemail. Often those
calls are never returned, especially if they already have a contract on the property, and using
showing instruction is just a waste of time for the selling agent. The lack of follow-up here
may not impact the sale, but it impacts the reputation of the listing agent, seller and the
opportunities for them down the road.
Active Listings: Some agents get offers accepted by both parties but still keep the listing on
active. When another selling agent goes to showing times, they get the lock box code only
to find out after they take their client to the property that there is a contract on the property
and inspection is set up for tomorrow.
During the Transaction: Some agents go missing in action. Some agents think they are too
important to give you a call. There is no update. It isn’t enough to just get the sale in the
door, all parties have to know what’s going on.
When I see listings in the multiple listing service, I can tell if the agents really take pride in
doing what they can to help their clients sell their properties.
We wonder why people think less of us overall as an industry. Almost everyone can get a
real estate license but the license doesn’t make you a professional, your actions that follow
do. Real estate is one of the few industries where you can go to school for seven days and
make six-digits within a year or less. In real estate, we work with people who are dealing
with a major investment that they may make once in a lifetime. The contracts that we write
can be held in court and it should mean something to agents when their clients they pay cash
or sign on the dotted line.
If you are not following up with your client, as well as other agents and those involved in a
transaction, then you may want to consider doing something else. We have gotten so lazy in
our business. There’s one simple solution: follow up. We should be constantly working with
our clients, giving them an update, educating them, and communicating with everyone
during the transaction. If you do not have the time or the assistant to make sure you deal
with everyone and everything pertaining to your clients, then during the COVID-19, it’s
time to create a follow-up system in place.
Let’s take our business serious and follow-up with our clients. I learned this when I got in
the business in 2001 and it’s one of the things that has helped me survive in it.
Dr. Karen Lewis, Licensed Broker
2201 Palm Aveue, Suite 210
Miramar, FL 33025
NO COMPROMISE WHEN IT COMES TO CLIENTS!