Effective Real Estate Follow Up Techniques
We all know the importance of follow up in the real estate industry. Without effective follow up, you absolutely will lose leads to your competitors. The phrase, “The fortune is in the follow up,” exists for a reason!
No matter where the real estate marketing trends may lead, there’s one method that always holds true:
Consistent, thoughtful messaging sent at strategic touchpoints keeps you top of mind.
You’re sitting on gold because you have their name, contact number, email, and address. So let’s remind them why it’s important to work with you!
You Absolutely Must Outshine Competitors
Real estate is a highly competitive industry. The leads that come your way are likely being sent to at least a half dozen real estate agents in your same market. Not only should your follow up be quick, but it should also be ENGAGING!
They must know why YOU are the agent they should choose!
One question most real estate people ask is: How should I follow up with the different customers in my database?
So, here we’ve laid out some of the effective real estate follow up techniques!
Find Out Their Motivation
Now here’s what you have to understand, a good real estate person knows how to ask questions. Selling can be considered a system of questions. It’s basically finding out the need, the desire and how we can resolve the existing problem. The truth is, every lead is a good lead only if you talk with them to find out the “Why.” When you discover the client’s need for change, you’ll know exactly what to do and how to help them.
For instance, they may have a parent or kid in need of special care. Or maybe they’re moving for a new job and want a shorter travel time to the office. Whatever the reason may be, dig deeper on their motivation and get to work. After all, a lack of motivation means you’ll be spending a lot of your time for no productive results.
Calling & Texting Must Happen
Send a text or call your potential and current clients - If you’re working closely with a new client, send them a quick text message to follow up. You can ask them how their search is going, if they have any questions for you, or if they need their market report modified to suit their preference. Making contact is crucial.
You can even try to call them. If no one’s answering, here’s a little proven trick: hang up and call back immediately. Normally, people tend to pick up calls when someone calls them twice in a row, thinking it’s urgent. Be persistent but respectful. They gave you their name and number so it makes no sense for you not to use this information to your advantage.
Never Stop Nurturing
Don’t be complacent. Lead follow-up is somewhat like prospecting conversations. Not every lead is ripe to go. It takes proper communication and work to get them there. Keep your clients informed about the current market situation. Sign them up for a market report on the area they’re interested in. By doing this, you’re building a solid trust and relationship with the customer. Remember that this is an opportunity to show that you’re willing to go above and beyond for them.
Get In Touch With Past Clients
Just because a transaction is over doesn’t mean you should lose contact with former clients. In reality, keeping in touch with your past clients can lead to repeat and referral, especially if you delivered an excellent service. Most people would be happy to refer you to a friend or family member, so it’s best to regularly follow up with them. Here’s a good casual text sample that you can use: Hello (Client name), it’s (your name). I was just thinking about you today. If you ever need something, feel free to let me know.
It’s short, simple and straight to the point, but it delivers the message. What’s important is for the previous clients to know that you’re always available for their real estate needs. If you fail to follow up after the closed deals, you’re losing many potential sales.
Leverage The Power of Video to Standout
In our digital world, the power of technology is in your hands. Get more creative with your follow-up. You can send 1-2 minute interactive videos to your leads via text message. This video can be about the house, the services you offer, or the common FAQs of clients. Take into consideration the situation at hand and tailor it based on the client’s needs. Be friendly, relaxed, and professional. Make your video worth their time! You can even upload this on YouTube (since it’s the second-largest search engine in the world). Imagine the reach it will get! Just remember to provide value even if it’s only a few minutes.
Keep Going
The follow-up process is definitely a long and hard game, but the returns are guaranteed in a big way! Be sure to take note of these strategies and come up with your own easy follow up plan!
Get High-Converting Real Estate Drip Campaigns
Now that you know the techniques, it’s time to figure out exactly what to send! That’s where we step in to help!
The Dealmaker Drips library contains everything you need to follow up your real estate leads with ease, including:
Done-for-you real estate email templates
Complete real estate action plans
Video scripts
Real estate text templates
Social media posts
Want to take a peek under the hood! Download a teaser of some of our favorite templates below, and we’ll also include a super easy video script that you can use to start engaging your audience today!
