However, this thinking, as with any lead follow-up strategy, requires your timely and proactive participation in the process. Don’t let the Joes and Susies of the world fall through the cracks and into the hands of another agent! Here are a few ways to move Joe and Susie from casual acquaintances to leads to clients.
Make Sure You Get Their Information
Sounds like a no-brainer, but you’d be surprised how many real estate agents feel too timid to make the ask for information. It can be as simple as asking for a business card. Offer to send them a home value report (!) or some helpful tips to soften the contact. Be sure to use a good business card capture software on your phone to immediately grab the info and save it to your CRM, email it to yourself to remind you to add it (or send to your assistant!) or simply enter into your CRM app if you have one when you get to the car.
Take Note of Important Details
If the your prospective seller mentions something like a vacation they’ll be taking soon or a job change they are making, be sure to immediately add that detail to their contact info as well. Set a reminder for yourself to use that as a driving point for a follow-up email, i.e. congratulate them, wish them well then, at the end, offer to set some time to sit down with them when they are ready to talk about their house. They’ll not only appreciate your remembering and caring enough to greet them, but it will give you a great warm follow-up.
Employ the Same Follow-Up Strategy
Just because you met the Joes and Susies of the world in a casual, light setting doesn’t mean they don’t have any more weight as a prospect than someone you met through HomeValueLeads.com or at your office. Fold these prospects into the same follow-up protocol that you would every other prospect. The only thing you will likely change, of course, would be your initial email or call (which you would infuse with some of the friendly “Remember me? That party sure was fun” type of banter.
By keeping your eyes and ears peeled for leads no matter the situation, you can feel confident that you won’t miss a beat and turn a casual introduction into a bona fide real estate client.