Real Estate Follow-Up for Casual Encounters

Renae Virata | June 26, 2015 | Resources for Real Estate Leads & Referrals

Real Estate Follow-Up for Casual EncountersEvery day, you’re meeting someone new, whether it’s someone who could be a potential real estate client, a new partner or a colleague, you’re likely pressing the flesh or conversing at least three or four times a day.

It can be hard to keep track of all the information about these people that could generate great leads!

Here’s a good example of what I mean: You meet Joe, who is a prospective client, at a neighborhood barbecue. Joe’s ears immediately perk up when you mention that you are a real estate agent.

Why? Because, Joe tells you, he and his wife Susie were thinking of selling their five-bedroom home after their daughter graduates in December.

It is only April. So, you ask a few probing but not intrusive questions, then give Joe your card. What happens next?

Like most people, you probably think, this is a great lead, I’ll follow up in a few weeks. Then April turns to May, May turns to June and, before you know it, you remember Joe and Susie too late: they’ve already found a real estate agent to work with.

Sound familiar? It’s easy to get caught in the trap of relying on prospects in these situations to contact you. They need my help, you assure youself. They’ll call me.

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 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.

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Renae Virata