The number one customer complaint about real estate agents is that we don’t follow-up. Failure to follow-up on leads costs us new business. Failure to follow-up with a seller can cost us the listing. Failure to follow-up with past clients costs us referral business. If you’re serious about increasing your production, examine how well you follow-up with your clients.
One of the most important ways that agents drop the ball in terms of the lead follow up is with their current sellers. Sadly, this is one area where almost all agents earn low marks.
When you take a listing you're excited and it's easy to stay in touch. The challenge occurs when the listing doesn’t sell. At this point, you dread contacting the seller.
Here’s how to prevent this from happening to you. First, when you take a listing, let the sellers know that you will be updating them each week by email or privately on one of the social networking sites such as Facebook with the following five items.
1. The number of showings this week
2. Any broker feedback about the showing
3. Any new listings in the same market area that compete with the seller’s listing.
4. A list of properties in the local area that have gone under contract.
5. Which properties have closed as well as their final closing price provided that information is available.
If the seller insists on being contacted by phone, leave a message at their home when they’re at work. The point here is to do the follow-up. If they really need to talk to you, they will contact you, and if they do, REPLY IMMEDIATELY.
If you don't want to talk to them, you can leave a message using an application called "SlyDial." It bypasses their phone and goes right to their voicemail. Remember, the best way to avoid these issues entirely is to do what you promise and to follow up regularly.
Posted by Bernice Ross, Join us this week on RealEstateCoachRadio.com with our guest mentor Michael Krisa, “That Interview Guy.” Michael will be beginning a 10 part series on How to Shoot Videos that People Will Watch and Share.” Here’s what he’ll be covering this week: Monday: Why Video Is a Must for Your Real Estate Business; Tuesday: Simple Tips to Get Started Using Video; Wednesday: Easy Ways to Create Content for Your Video; Thursday: How to Post Your Videos Online; Friday: The Evil Secret of Hosting Your Videos on YouTube.