Effective Follow-Up Strategies to Boost Real Estate Sales

Success in the real estate industry heavily relies on how companies deal with their clients and the relationships they have. The idea of this importance is always highlighted when speaking of generating leads and creating conversions.

However, the first try is almost never the winning try – rather you need to ensure there are good follow-ups for your leads. This is why when speaking of conversions in real estate, the most significant thing to keep in mind is maximizing the CRM (Customer Relationship Management).

What is A Follow-Up?

A follow-up for clients in the real estate industry involves a methodical reapproach towards people, in order to ensure you can manage to make the sale that you want.

An important factor to remember is that different properties will have different levels of buyers (luxury homes vs small property homes), and this will require your own perspective to understand how to approach them.

A tried method of understanding what to do and when to do it is very important when creating follow-up strategies. First, you need to know the factors:

  • Price 
  • Agent
  • Motivation
  • Mortgage
  • Location
  • Appointment

These factors are aspects that you need to always keep in mind before strategizing your follow-up towards potential customers. 

Types of Follow-Ups

In short, there are three types of follow-ups:

Face-to-Face

As you can imagine, this would be the most effective method in general. This allows you the chance to read the person’s body language, see their expressions to what you are saying and get the full picture of how they feel about the sale. 

However, it is important to note that this is often the hardest to achieve, and can be inconvenient. So, timing is important for this. 

Phone Call

This method also allows you to understand how a person is feeling about your sale and you can read the inflections in their voice to understand it. This method can also be effective, and allows for you to reach your potential clients much easier. 

Emailing/Texting

While this can be a great way to get your sale to someone, and have them read it without the inconvenience of having a conversation when they don’t want to, it is important to remember that they are also easy to miss. 

If your email or text is not responded to or does not bring about any results, you can wait a while and follow-up again – play the long game. 

5 Effective Strategies for Conversion in Real Estate

Knowing the factors in mind, always make sure to understand your potential client in order to follow-up properly curate the sale to them. 

Persistent Schedule

The issue with following-up for most agents is their lack of trying. After a few rejections or lack of responses, agents tend to give up on a lead. However, oftentimes if you keep offering your services to someone, they will give it a shot. 

It is good to remember that someone has ended up on your follow-up list for a reason. So, make sure you try everyday for at least a week, with a schedule in mind. 

Find Referrals

Keep in contact with clients that have already had deals with you. Just because one person has sealed a deal, does not mean they won’t have any business in the future – or more realistically, they are very likely to recommend you to someone else.

Making sure you have a good relationship with a customer is a great way to seal potential clients in the future. 

Using Media

With technology being so widely available, it is wise for you to utilize the media that is at your disposal in order to get people to check out what you have to offer in their own time. 

Let’s say you are utilizing the texting or emailing method. Make sure in your email, you attach helpful brochures or documents or even a video of yourself doing your pitch. This will be more engaging for the potential clients, and will let them review what you have to offer, in their own time. 

Utilize the Pain Points

If people have landed on your follow-up list, it’s because they are definitely looking for something. However, they are not sure of the decision yet and need some help in being sure of the decision.

Some people might want to change houses, but they don’t know the best way to do it, or find it too much of a hassle – that’s where you come in. Hone in on the issue they are having, even if they are not aware of it themselves – and allow them to see it. 

Take Your Time

Follow-ups don’t necessarily have to be successful within a week or even a month. Sometimes, they may take a year or longer – however, it is on you to decide whether the time you invest in that deal is worth it or not. 

If you give up fast, then the deal was not worth it for you and probably would not have been worth it for the lead either. 

Overall, it is important to make sure you follow-up with your leads to make sure you get the conversions in real estate. While this may seem tough, following the methods with the strategies mentioned will allow you to obtain more clients with ease.

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