What’s one thing that you should be doing to set yourself apart from the competition because most real estate professionals don’t? Follow up! It’s really that simple. Unfortunately, it’s the one thing that most real estate agents don’t do, even when they’re actively working with a client. Many buyers and sellers complain that they don’t hear from their agents enough when they’re working with them, and that they never heard from them once the transaction has closed. This is great for you, someone who values relationships, because each time you reach out, you grow the relationship. You earn more of your clients’ trust and have more opportunities to check in and find new ways to serve them. 

What exactly is following up?

It is what it sounds like. Following up is checking in with the people in your database, especially your best clients. You’re showing them that you’re thinking of them and that you care about serving them. It’s also an important part of building relationships with everyone in your database.

Let’s be clear, you’re not contacting a person every day for a week to harass them. In fact, these follow-ups may take place over the course of several weeks or months. The thing is, following up isn’t a hard sell. It’s simply getting in touch to make their day. It’s also circling back with prospective clients and referrals and even on the fence buyers and sellers when they have a question. It’s also following up with your clients after they’ve referred you to thank them for doing so. 

Why don’t more real estate professionals do it?

There’s no simple answer to this. It can be as simple as they don’t think to or maybe they’re anxious about talking to someone so much. 

They don’t want to come off as annoying

No one wants to annoy their database. It’s all about relationships and you don’t want to sacrifice that relationship by coming off as pestering or annoying. They may check in once but then don’t follow up again. Perhaps they feel that if the person wants to talk to them, they’ll call. But that’s not always the case. People get busy and while they may have the intention to get in touch, they don’t. Life happens. 

Even if the person isn’t in the market for a home right now, they may be interested in the state of the market. If they’re homeowners, they may be curious about what their home is worth or about the market in general. By following up, you’re getting in touch with them to remind them that you care and remind them of what your business does. By reaching out, you provide them with the opportunity to ask questions about the market that will make you look like the expert you are. 

They think the customer will get in touch if they want to

In an ideal world, that would be the case. Real estate doesn’t always work out that way, though. Sure, some potential buyers and sellers will get in touch but you have to parse through who’s serious and who’s just curious. Then there are the people in between. The ones who want to buy or sell, but don’t have to just yet. They may be looking to dip their toes in the market or just need time to think about it.

This is where you come in. When you follow up with them, they have a chance to learn more about the market and your business. They can ask questions and share their thoughts. Additionally, you’ll continue to build trust and your relationship with them. The more they trust you, the more likely they are to use you when they’re ready to buy or sell. 

They don’t know how to

Although many real estate professionals know they have to be in touch with their clients, they may not have the tools or systems in place to make it happen. They need a system in place that tells them when to connect with their databases, especially their top people. CircleCloser is that system that will help you keep your business organized, especially as you’re starting out. Once you upload and sort your database, CircleCloser will figure out how often you need to connect with your people in order to reach your goals. 

When you log in each day, simply refer to your dashboard for a list of people to connect with for the day. If you’re not sure what to say, use the scripts to help you get started. As you become more comfortable, you can adjust those scripts to mirror your own communication style. By then, you’ll likely have them memorized and then they’re there in case you ever get stuck. 

You can also set your own follow-up times if someone has questions or if you want to share information with them before you’re scheduled to reach out next. 

Remember: Following up is truly an act of love

Show your database that you care! Following up is a way to show your network that you care and you’re there to help and serve. 

Focus on making their day

Don’t have a real reason to call? Just reach out to make their day. Life happens and we all have ups and downs. Your message could arrive at a time when someone is feeling stressed out or just needs a bit of a pick-me-up. Getting a positive message will let them know you care and it will make their day. Your text or call could be just what they need to feel better that day.

Keep your best people current about the state of the market

What’s going on in the market in your area or niche? You’re the pulse of the real estate market. Sharing this information will keep them up-to-date on the market.  BUT it will also allow you to show your expertise on the market. Your best clients will feel more confident that you know the market and will rely on you for the most current information about it. They’ll seek out your expertise and opinions when they have a question. This will help you stay top of mind as you build trust with everyone in your database.

Answer their questions

If someone has a question, whether it’s a new client or a repeat client, be sure to follow up with an answer. Then after you’ve answered their questions, follow up to see if they have more questions. Keep answering their questions whenver they have them. And don’t wait for them to reach out to you – if you’re keeping in touch consistently, they’ll expect you to reach out and you can answer their questions then. 

Don’t worry – CircleCloser makes following up easy and fun

CircleCloser makes is easy to follow up with your database. Just login and you’ll always know who to contact. We take all the guesswork out of following up so that you can focus on what’s important – building relationship with everyone in your database. Want to learn more about CircleCloser? Click here to see how CircleCloser can help you build your real estate business.