Wednesday, February 4, 2009

Follow Up...A Key to SUCCESS

Following up with prospects is a key to being successful in real estate. Having a system that allows regular, consistent, and expected contact with your prospects is a must. When designing a follow up system consider the following five pricniples to get the most from your follow up routine.
1. Reach out on a regular basis. Consistently contact your leads and focus on building your relationship. The more a prospect hears your name, the more likely they will remember it. If you remain in contact with a prospect, they will be more inclined to work with you because you made an effort to stay in touch.

2. Make yourself memorable. Make yourself stand out among other sales associates. Give your prospects a unique item; tell them something interesting about yourself (hobbies or other interests outside of real estate); wear something distinctive so it's easy for potential buyers and sellers to remember you. Provide your prospects with a higher level of service than your competition so you stand out from the rest.

3. Make it personal by being a student of your prospects. Knowing details about your prospects' lives helps you to have a more natural flow to your conversations. People feel more comfortable with someone who can talk to them about leisure activities and common interests. Also, your leads will be very impressed and flattered that you took the time to learn something about them.

4. Give something of value. The purpose of each contact with a prospect should be to offer them something to help them with their real estate needs,and ultimately lead to them working with you. Offer to provide them with new listings that meet their needs, meeting with your Gold Services Manager, the Weichert Brochure or one of the other Weichert Tools at each contact. Get to know the inventory and stay current on the local market statistics such as average days on market, absorption rate, and median sales price in your area so you are ready to talk abut these helpful facts with your prospects.

5. Write it down - Use a system to schedule and organize your activities. Don't let disorganization keep you from following up with your prospects. Put a system in place to organize notes on your prospects and prompt you to call them in a timely and regular manner. Whether your system is online or paper based, the discipline of recording what action to take and when with each prospect will keep the relationship alive. When your prospect is ready to make a move, it's you they will turn to since you were the professional who kept in constant contact, focusing on their needs.

1 comment:

  1. We need to create a calendar with a reason to contact someone everyday.

    Wikipedia seems to have something for everyday of the calendar.

    Today you could touch your farm saying "Happy Liberation from the Alberoni Occupation in San Marino."

    Tomorrow you would have more options.

    "Bob Marley Day"

    "Waitangi Day or New Zealand Day"

    Who says they don't have a reason to call??