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Follow Up Relentlessly (But Kindly)
Follow Up Relentlessly (But Kindly) is one of the most effective habits a real estate agent can develop. It builds trust, shows professionalism, and keeps you top of mind—without being pushy. Here's how to do it well:
Why Follow-Up Matters
- Most clients need multiple touches before taking action.
- Many agents give up after 1–2 contacts. The successful ones keep going—politely and persistently.
- It's often not "no," it's "not yet."
- Set reminders in a CRM or calendar.
- Create a follow-up schedule: 1 day after contact, 3 days later, 1 week, then monthly.
- Instead of "Just checking in," say:
- "Here's a new listing I thought matched your criteria."
- "The home down the street just sold—thought you'd want to know the price."
- "Interest rates just dropped. Want to run new numbers?"
- Mention details from your last conversation:
- "How's the move from Chicago coming along?"
- "Still thinking about homes near the park with a home office?"
- Alternate between calls, emails, texts, and even video messages.
- Match their preferred communication style (if they love texting, start there).
- End messages with soft closes:
- "No rush—just wanted to keep you updated."
- "Happy to chat whenever it makes sense for you."
- If someone truly isn't ready, respect that. Stay in touch occasionally with low-pressure value, like newsletters or market updates.
"Hi Sarah, just wanted to share a 3-bedroom listing near the lake that popped up this morning—looked a lot like what we talked about. Let me know if you'd like to take a look this weekend—no pressure at all!"
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