In real estate, success goes beyond simply closing deals or building a vast database. While these things  contribute to a thriving business, the cornerstone of sustained growth is in the practice of following up with leads and contacts. This approach fosters trust and helps you remain top-of-mind for potential clients. Moreover, it allows you to nurture leads effectively, uncovering the opportunities that might otherwise be missed. Following up demonstrates professionalism while also nurturing relationships and potentially generating referrals. So why don’t more real estate professionals do it and how can you ensure that you’re following up consistently?

Why following up is essential

Following up in real estate is essential. It’s an active demonstration of your commitment to understanding and addressing the unique needs of each client and potential buyer or seller.. When you connect with potential clients, you’re not just checking in; you’re reaffirming your dedication to their specific goals, whether they’re first-time homebuyers anxiously trying to navigate the real estate process or seasoned investors seeking new opportunities. Every interaction is a chance to deliver value and showcase your expertise.

When you answer your database’s questions, you’re not just providing answers; you’re establishing yourself as a reliable source of information. You are establishing yourself as their trusted advisor in the overwhelming real estate process. Offering assistance extends beyond the transaction and involves having the willingness to go the extra mile. This could involve providing in-depth market analyses, connecting your clients with lenders or contractors, or just listening during a stressful time. This proactive approach fosters a sense of partnership and transforms the client-agent relationship from transactional to collaborative.

Being consistent

Consistent communication helps you remain a constant presence in their minds, preventing the inevitable “out of sight, out of mind” scenario. In a saturated market, maintaining visibility is critical, and strategic follow-ups serve as gentle reminders of your expertise and dedication. You can’t build trust overnight. You do it through positive interactions, consistent communication, and being reliable. Your clients need to be able to rely on you. When clients perceive you as someone who truly cares about their best interests, they are more likely to open up, share their concerns, and seek your guidance. As a result, you’ll develop a deeper connection, leading to long-term relationships that extend beyond a single transaction.

Your relationships are the lifeblood of a successful real estate career that paves the way for repeat business and invaluable referrals. Happy clients become your greatest cheerleaders, spreading positive word-of-mouth and building your reputation within the community. Following up is not just a task; it’s an investment in building trust while building a thriving real estate business.

Common reasons for not following up

If following up is so valuable, why don’t more people do it? There are several common roadblocks:

They don’t have time

Being busy is a common complaint. However, this excuse often masks a deeper issue: poor prioritization. So many real estate professionals get caught up in putting out fires rather than doing proactive, relationship-building activities. Let’s face it, when life gets busy, it’s the less urgent tasks that go by the wayside. Follow-ups are seen as “less urgent” than other tasks, which means that these tasks are constantly put off to another day. Without a structured system for managing leads and scheduling follow-ups, time slips away, and opportunities are missed. Additionally, not having time means not having the time to properly prepare for a follow up, resulting in a less than optimal call.

They fear being rejected

 No one wants to feel rejected. Rejection, even in its mildest form, like an unanswered call or email, can make agents feel like a failure or create anxiety: Why aren’t they returning my calls or emails? Did I do something wrong? It could just be they’re busy or out of town and plan t9 do it when they get back. Or maybe they just forgot. It happens. However, this fear can lead to avoidance, which prevents agents from becoming resilient and becoming better agents.

Added to this feeling is when you value relationships, you don’t want to be perceived as pushy. But this fear of being perceived as “pushy” comes from the misconception that follow-ups are intrusive. It’s not intrusive to check in with your database, especially if you’re currently working with them. Following up is an essential part of business, not a nuisance. 

They don’t know what to say  

You know you need to follow up but what do you say? Beyond the basic “hello,” many agents lack the conversational skills to engage in meaningful follow-up dialogues. How do you start the conversation? How do you share your expertise and add value? Uncertainty about how to add value or handle potential objections can lead to awkward interactions. Much of this awkwardness can be avoided with preparation and practice. Before following up, what questions or concerns did the person have when you spoke with them last? Do you think they will have more? How can you best prepare? Often,  you can use dialogs to help you start the conversation. Be sure to practice them in a mirror until you have them down.  This will not only help you sound more natural but also give you confidence.

They feel discouraged

Perhaps they tried following up but their overtures of service were ignored. Maybe one too many clients didn’t return calls or texts.  This caused them to swear off following up, or at least not do it as much. In many cases, agents misinterpret silence as rejection, failing to recognize that people are just busy or they get distracted. Additionally, the agent may not understand sales cycles, especially if they’re new to the industry, and don’t realize they need to follow up. And not having a system in place that tracks how many times they have reached out can lead them to think they have tried more than they actually have. CircleCloser can help you avoid this by tracking who you contact and letting you know when to contact them again.

How to overcome follow up challenges

Here’s how to overcome follow-up challenges and start making following up a consistent part of your day.

Prioritize your day

If time is an issue, make better use of your time. Schedule dedicated blocks of time in your calendar specifically for follow-ups, treating them as non-negotiable appointments. Take this c9ncept further by grouping similar follow-up tasks together (e.g., all phone calls, all email responses) to make the process even more efficient. 

If you feel the day gets away from you, track how you spend your time to identify time-wasting activities and areas for improvement. Once you identify time wasting activities, set up ways to avoid them or relegate them to smaller portions of your day. If possible, delegate tasks that don’t require your direct involvement, freeing up time for follow-ups.

Stick to the script

Utilize scripts for various follow-up scenarios, including initial inquiries, post-showing feedback, and post-closing communication. CircleCloser can help – we have scripts that will help you get the conversation started with ease. With practice, you can make them sound more natural.  Don’t forget to incorporate valuable information into your scripts, such as market updates, relevant articles, or helpful resources. It also helps to adapt your scripts to each individual client, referencing specific details from previous conversations or interactions. While you’re connecting with clients, remember to engage in genuine conversations. The goal is to connect!

Be Persistent

Create a consistent follow-up schedule, outlining the frequency and methods of communication. The good news is, CircleCloser can help you with this!

Connect with your people the way they prefer. Utilize a combination of phone calls, emails, text messages, and social media to reach clients through their preferred channels. And don’t just check in, provide value, such as market insights, recommendations, or helpful resources. All of this takes time so be patient. See unanswered calls or emails as opportunities to refine your approach, not as personal rejections.

Track your progress with CircleCloser

Use CircleCloser to track all of your client interactions, including follow-up dates, notes, and your communication history. After you reach out, log it in CircleCloser. Be sure to review your follow-up data to identify patterns, trends, and areas for improvement. Remember, CircleCloser can remind you when it’s time to connect – just check your dashboard.  

Remember, the most successful real estate agents are those who consistently nurture their relationships and follow up with potential clients. By making follow-ups a priority, you can significantly increase your chances of success in the real estate industry. If you’re not using CircleCloser yet, what are you waiting for? Click here to learn more.