The Importance of Follow-Up Leads in Real Estate

According to research, 39% of home sellers found their real estate agents through referrals made by their family and friends. This goes to show just how important regular follow-ups can be.

Making such a small effort can help you earn referrals, and it can likewise generate a good amount of recall from your previous clients and contacts. Wouldn’t it be nice to be the top choice of investor-friendly agent in mind among people you’ve had business with?

Why It’s Important to Follow-Up on Every Lead

Follow-up is a major aspect in real estate wherein a lot of agents fail. If you are not going to work hard to pursue each lead that you get, then you’ll find it hard to reach the top.

Working on every single lead that you get until it either closes or until it’s clearly not a viable lead anymore is crucial to establishing a solid pipeline which is necessary to keep your business running. This means that you have to maintain a system which ensures that nothing is wasted or dropped until it has been worked out thoroughly. 

Here are some tips on how to organize your leads in one place;

  • Write down the person’s name and contact information
  • Write details that can help you clearly identify that person such as what property they contacted you about, their occupation or how you met them
  • Details such as timeframe, purpose, location and budget if they’ve been discussed
  • Are they buying, selling, investing, flipping houses, etc.?
  • What are their interests or hobbies and the things they get excited or upset about?
  • Do you have common friends and acquaintances?
  • What kind of personality do they have?

Once you have the information that you need, make an effort to contact them again to follow-up or gather some more information. Try to keep in touch on a regular basis either through text message, phone call, email and social media or other instant messaging apps.

In real estate, 90% of the business is “FOLLOW UP”

By doing so, you can make sure that they stay on track. Instead of worrying about the idea of you bothering them, worry more about the possibility of them forgetting who you are, what you can offer and how you can help them.