28/08/2022
The one unforgivable mistake we have found a lot of real estate marketers doing is not doing proper follow up with their prospects.
If you want to make more sales, following up with prospects or leads is definitely the most important thing you must do.
This is true because, as real estate marketers, we all know it is difficult (nearly impossible) to find someone who will instantly make payment for a property or land the exact moment you inform them about it.
As important as follow up is some real estate marketers are either not doing it at all or not doing it properly. Remember that for every prospect you fail to follow up with, you have lost out on commissions you would have gotten.
What are some of the best ways to follow up with prospects?
Here are six effective follow-up techniques for real estate marketers:
1. Create a follow up schedule
If you have a job or do something else besides real estate marketing, it can be difficult to manage your job/business with all your real estate marketing follow up activities.
Regardless of how busy you might be, following up with prospects is one of the things you must do daily.
The best way to manage this is to create a suitable time-period where you call or text your prospects every day.
2. Ask Your Prospects The Best Way to Contact Them
Some people prefer to talk over the phone, while some others like WhatsApp, text, etc. After your initial contact, ask your lead which communication method they prefer. If you let them choose, it makes you look less pushy and willing to adapt to their needs.
3. Meet Them Where They Are Active
That said, if leads aren’t responding to calls, WhatsApp them. If they’re not responding to WhatsApp, check them out on their social media profiles. If they’re active there, go after them that way.
4. Show Them You Care
Prospects can quickly figure out marketers who only want to make a sale versus ones who are genuinely interested in building a relationship and helping out.
The focus of your follow up should be to build a rapport with your leads and get them to trust you and believe what you are selling.
Try to win the person over first before winning over their pockets.
This is important because it can lead to repeat buyers and/or referrals.
5. Give Value
After every conversation with your lead, send them a text recapping everything you both spoke about.
Such pieces of content help them not forget important details or figures. End every conversation with a Call To Action for them to reach you if they have more questions or are finally ready to proceed.
6. Know When to Step Away
Perseverance is required to become a top real estate marketer, but sometimes you have to know when to step away.
If the prospect doesn’t respond after several messages or calls, you can stop reaching out and only send them special offers or on-going promos as this may catch their interest and strike a conversation.
Now you know what to do to get more real estate sales. It’s time to follow up more confidently and get more profitable results.
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