One of the hardest things to do is to earn a prospect’s trust so that you eventually earn their business. You make call after call, go through a few hoops, start to lose hope until finally…they bite! Real estate follow-up takes time and adjustment to learn just the right formula, but it’s worth every minute.
Now imagine your current clients. You’ve earned their trust. You’ve built a solid rapport with them. You’ve demonstrated to them what you can do as a real estate agent. Don’t throw away all that hard-earned relationship-building once the house closes and the paperwork is signed – keep following up!
Why Follow Up After the Deal
It’s tempting to feel that sense of closure once a deal goes through. After all, you have a long list of leads you’ve been collecting (hopefully from Home Value Leads!) to whom you can now devote more time and turn into more clients.
However, following up with past clients shows that you care and keeps you at the top of their minds. You may think that the next time your client talks to a friend that they will immediately think of you, but what if they meet another real estate agent in passing long after you have spoken with them? What if they will truly just forget despite everything you did for them?
Instead of risking these scenarios’ happening, just follow up!
How to Follow Up
Follow up with both sides of the transaction, both sellers and buyers. Yes, even follow up with the buyer even though they had a buying agent! They will be impressed that you acknowledged them. Who knows, their agent may have moved on, leaving their client a wide-open lead in the future or a source of referral just for you.
The follow-up timelines for both sellers and buyers are similar. Of course, what your conversations will be different.
- 1 month: How’s the house? How was your buying agent and their staff?
- 3 months: How’s the house? Getting to know neighbors? Any questions on the area/concerns? Can I help you with anything?
- 6 months: Was in the neighborhood (it is your area after all!) and thought I’d stop by and say hi! If you know anyone needing help selling their home, let me know.
- 9 months: Need anything?
- 12 months: Congratulations on your 1-year anniversary! (A nice card and/or little something – don’t go overboard – is a nice touch.
- 1 month: Escrow refunds, taxes and insurance taken care of? How’s their new place? Any feedback on your services? Do you need anything else from me?
- In-state moves – 4, 8, 12 months: How are you? Know of anyone who needs my help?
- Out-of-state moves – 6, 12 months: How are you? Know of anyone who needs my help who moving to my area?
Start looking at your past clients with a fresh set of eyes. Once the deal closes, consider them a new set of leads. Feed them back into your leads and conversion cycle. You should already have a solid plan of real estate follow-up with your regular leads, so taking the time to integrate your follow-up with past-client leads is an investment worth making!